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Misdiagnosing Your Clients | Extraordinary Business

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Misdiagnosis? Over the weekend, I listened to a podcast by sales guru Zig Ziglar wherein he discussed some tactics on helping potential customers reach a purchasing decision with you.  One thing that stuck out to me, however, was his conversation around Goals.  He suggested that at times people would prefer to tell us what they think we would want to hear, rather than their actual goals.  As business leaders, we need to make sure that we aren’t getting sucked down that proverbial “bunny hole.”  Having an inaccurate understanding of what a prospect’s goal or goals are will cause us to inaccurately diagnose potential solutions for their problems.

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