(Originally posted by Jay Niblick on consulting.about.com)
I stress the notion of making sure to always ask the prospect what they think the cause of their problem is before you advance your own discussion.
This is done mostly because it’s polite, and good business etiquette, but sometimes they actually have some good ideas that can really help you hone in on what you’re looking for. In all but the rarest of cases, the difficulty doesn’t lie in accurately knowing the causes and not knowing how to fix it, but rather the problem normally lies in not understanding the true cause in the first place.
So let’s break down this idea of advancing a hypothetical clause into a few digestible chunks… [Read More…]