A buddy of mine called and asked for help on a consulting proposal. He was struggling a bit to connect his solution to the customer’s needs.
While he knew what he wanted to propose as a solution based on the prospect’s feedback, I asked him, “Why do they need a new system?” ”
He responded, “I don’t know. I never asked.” He was a bit chagrined by the simplicity of the question. Yet, without knowing this, he was a bit stuck.
Further I said, “Nobody wakes up one morning with a burning desire to buy a new system unless there are issues/challenges with the current system. You need to understand what’s driving this need.”
Understanding why will help you and your business thrive.
Photo credit: Wonderlane on Flickr
Thought for the week:
“Every day, think as you wake up, today I am fortunate to be alive, I have a precious human life, I am not going to waste it. I am going to use all my energies to develop myself, to expand my heart out to others; to achieve enlightenment for the benefit of all beings. I am going to have kind thoughts towards others, I am not going to get angry or think badly about others. I am going to benefit others as much as I can.” – His Holiness, the 14th Dalai Lama
Dave Gardner, Gardner & Associates Consulting http://www.gardnerandassoc.com
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