Calibrated Questions to Reveal Value and Overcome Potential Deal Killers:

Question 1

What are we trying to accomplish?

Answer 1

• I want to make sure that convey respect and empathy
• I want to illustrate my value to this company
• I feel as if I can do better work and more actively involve myself with the company but would like an increased salary
• I want to make my value quantifiably known and render that information

Question 2

How is that worthwhile?

Answer 2

• Save on training another individual
• Continue to watch my profit numbers and productivity increase
• Continue to positively contribute to your company and the legacy that Jim has left
• Make the time that you’ve put forth in me worth your time

Question 3

• What’s the core issue here?

Answer 3

-You don’t feel as if I’m trustworthy or as if my quality of work has increased as I’ve been here but data and number dictate otherwise despite any and all issues

Question 4

3-5 Calibrated Questions to Reveal Value and Overcome Potential Deal Killers:

For your counterpart:

• How is that worthwhile?

-How would you proceed in the instance I left this position?

• What’s the core issue here?

Trust, Communication, Consistency, Respect

• How does that affect things?

Strains relationships and perspective

• How does this fit into what the objective is? \

To identify behind-the-table deal killers:

• How does this affect the rest of your team?
I know the rest of the team is under a lot of stress and I’d like to positively contribute to that if at all possible
• How on board are the people not on this call?
How is APEX going interpret this meeting and ongoings

Question 5

To identify and diffuse deal-killing issues:

• What are we up against here?
• What is the biggest challenge you face?
• How does making a deal with us affect things?
• What happens if you do nothing?
• What does doing nothing cost you?
• How does making this deal resonate with what your company prides itself on?

Question 6

When you originally approved me being hired here, what did you have in mind?

Question 6

When you originally approved me being hired here, what did you have in mind?

Question 7

When you originally thought about this meeting, What did you have in mind?