DIVE stands for  D-iscover  I-mpact  V-alue  E-magins. Use this simple recipe when speaking to prospects. You are creating a relationship with them in the beginning. By utilizing open ended questions you create good conversation. Engage the W’s ; who, what why where and when. Your conversations will go further with this approach than  ”Can I help you?”  You probably have been asked that killer question when you enter a store by a clerk who has not learned to DIVE yet. What is your most likely response to that question? Mine generally is  ”no thanks, just looking” which ends any further conversation.

Questions need to be powerful, and ones that you sincerley want the answers to.  Avoid questons that have assumptions in them, because that narrows the field. Remember, when you  center your questions on the scope of the problems that you solve, they have impact and at the same time you are giving value. This allows your prospect to e-maigine opening up to doing business with you.