“Only the right diagnosis can lead to the right treatment” is both the premise of a fascinating new Netflix show called “Diagnosis” and a timeless principle for sales and presentation success as well. While the show leverages the reach of the internet to find the right diagnoses for people with seemingly untreatable diseases to get the right treatment to help them, the best salespeople leverage the power of questions to help them provide the winning solutions for clients.
If It Looks Like a Duck…
Too often we hear a client say things like, “My system is slow.” “My team can’t close.” “My social media program isn’t working.” “I need a better retirement plan.” Etc.
Hearing these plaints–and sure that we know what they mean–we offer our elegant solutions to the problem.
Then—surprise–we lose the business.
It’s Not Always a Duck!
We lose because we move too quickly to our “treatments.” We forget
Situations are complex. We need
