How would you feel if you were handed a prescription by your doctor without any questions or testing after weeks of being sick? Just like in healthcare, understanding your prospect/clients business "symptoms" is crucial before prescribing solutions. So if you want to be a trusted advisor, it's essential to diagnose prior records, relationships and current business conditions to stand out in a crowded field. #Professionalism #ClientRelationships #2ears1mouth #give2get
Jamie McCulloch
1mo
Probe for the problem together, work towards the solutions together. What does the client need VS what does the consultant want.
Stephanie Chung
1mo
Preach Tom Lutz!! Amen Brother. Good stuff!
Fractional Vice President of Sales | SaaS Sales Coach | Rapid Growth
1mo@tomlutz Your point is spot on. However, many doctors today do very little diagnosing - they are quick to prescribe or write prescriptions. IMO - many doctors could learn a thing or two from good salespeople today…