One of the more common questions you will get from clients and prospects is “How do you do what you do?”

Typically, most salespeople operate on a product-focused orientation. Instead, all professionals lead with process, not product. This process is as follows:

  1. Take your client through a deep discovery, where you work with your client to articulate what he is trying to accomplish.
  2. Your team sits down and constructs a plan.
  3. Return to your client with specific recommendations to ensure that what must happen for that client does happen.

Please review the Compelling Conversations Guidebook, and explore the additional content and resources in this series.