ORIGIN Onboarding Tests
Act 05, How we sell Section 06 of 13

A good question is only half the skill. The other half is knowing what a useful answer sounds like.

ListenThe other half of the skill
StopTalking, after one question
ExactThe client's words, written down
Hear the answers
Part 1

Ask, and listen for

Each question here is paired with what to listen for, by kind of client.

Kind of clientAskListen for
Real estate"How many projects do you have, and how do you keep the brand consistent across them?"Each project with its own look, its own agency, its own story
Real estate"What does your sales and marketing setup look like: CRM, lead generation, automation, qualification?"A missing lead engine, the system you met in Act 03. This is very important to find.
Real estate"How does your marketing launch keep up with your development speed?"Buildings that are ready before the brand is
Real estate"Where do you want the company to be in three years?"A change of scale ahead: new markets, new investors, a new structure
ICT"How do your customers describe your product today?"A long, technical answer that a buyer would not repeat
ICT"Where does your growth come from today: word of mouth, advertising, partners?"Growth that depends on the founders' own contacts
Public sector"How do you keep communication consistent across your initiatives?"Several agencies, no shared standard
Public sector"How are communication decisions approved?"Many committees, slow approvals, unclear ownership
Consultancy"What do you need from an execution partner on this project?"Their three concerns: pricing, speed to deploy, experience

You ask a real estate developer how the brand stays consistent. The answer: "honestly, every project manager picks their own agency". What have you just heard?

Write it down exactly.

In practice

A developer answers the consistency question with "honestly, every project manager picks their own agency". You have just heard the cause for change, in the client's words. Write it down exactly.

Remember

The question opens the door. What you listen for tells you which room you are in.

Part 2

Two habits that make questions work

Ask one question, then stop talkingThe second half of a client's answer is usually the true half.
Write their exact wordsThe proposal should use the client's language for the client's problem.

With a real estate client, wait for them to raise a stock market listing, when a company's shares begin to trade on a stock exchange

Never raise it first.
Never advise on it.
Never share what you hear outside the client's own team.

Client information is confidential (Act 01).

You ask a question. The client gives a short answer, then pauses. What do you do?

The second half of a client's answer is usually the true half.

Remember

Ask one question, then stop talking. Write their exact words.

Your part

Before you move on

Three questions before you move on. Type your answer, send it, then check it.

Your answers stay on this device.

1Which two habits make questions work?

The answerAsk one question, then stop talking. Write their exact words.

2With a real estate client, what is very important to find?

The answerA missing lead engine.

3What is the rule on a stock market listing?

The answerWait for the client to raise it. Never raise it first, never advise on it, and never share what you hear outside the client's own team.

Answer all three and this section is yours.
ORIGIN

Ask, then stop talking.

Next: burning platform or opportunity.

📖Finished reading this section?Marking it puts it on your progress page, so you know what is left before the quiz.