Let me paint a picture for you. Imagine a time when you got severely hurt. Or felt sick. The pain was tolerable at first. You were able to carry on for a few days. But then it became unbearable. You began to realize the pain would not go away on its own. So, you went to the doctor. You limped into her office, hopeful that she could finally determine what was wrong and make your pain go away. After waiting a bit, the doctor is finally ready to see you. She takes a quick look at your chart. Maybe you had X-rays taken, and she glances at those. After about 5 minutes, she says she recommends surgery and for you to report to the front desk to book a slot with her admin. The door closes behind her. How do you feel? I know how I felt because the patient in this story was me. I promptly walked out and found a different doctor. Experiences like these have illuminated my responsibility of asking questions as a #businessdevelopment consultant. Too often, when #businessdevelopment or #sales teams engage a lead, they eagerly launch into a “pitch.” They “prescribe” their capabilities, services, and demo SaaS platforms without taking the time to ask, “What hurts?” When you seek to prescribe before thoroughly diagnosing, it leads to lost opportunities. Would you agree?
0 Comments
Leave a Reply. |
AuthorStephanie Taylor helps organizations grow by providing fractional strategic sales, marketing & business development consultation coupled with highly effective roll-up-your-sleeves execution. Archives
April 2021
Categories
All
|