The Confirm-Ask-Explore™ Framework

By Scott Sambucci | July 8, 2021

“Asking the right questions, the right way is critical in the recognition of the needs stage of the sale. 

Confirm-Ask-Explore is a sales-meeting methodology that I developed that’s useful for needs-analysis meetings and sales conversations and translates well into most other types of sales meetings, including lead qualification calls, product demos, meetings with technical buyers, and reviewing implementation plans.

In using the Confirm-Ask-Explore framework, you do exactly that— confirm, ask, and explore with your prospective customers.”

Confirm Questions: Start your conversations by confirming information that you know or learned from previous conversations, conversations with their colleagues, or research that you found.

Ask Questions: Then, allocate 40–50 percent of your meeting time to the next phase of the sales meeting—asking questions to learn more about the current situation and the problem at hand. 

Explore Questions: In the final 30–40 percent of your sales meeting, explore what the next steps should be in the sales process.”

[Excerpt from my book – “Stop Hustling, Start Scaling.”]

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