There is no substitute for a good needs-analysis and a great diagnosis of your dream client’s problems. But doing so requires that you suspend filtering their experience through your own, that you not ignore their vision, that you understand the constraints and obstacles, and that you ask the hard questions.
The Other Side of Diagnosis: Four Problems That Destroy Your Needs Analysis
Posted by iannarino under SalesFrom http://thesalesblog.com 5294 days ago
Made Hot by: wendyweiss on June 2, 2010 4:02 am
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