When Should You STOP Listening and START Advising?
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When Should You STOP Listening and START Advising?
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Many experts are eager to stop asking questions and start doing "the work," but rushing to solve a problem is a massive trap.
For doer-sellers and professional services BD pros, knowing exactly when to shift from listening to advising can feel like a guessing game. It is tempting to jump straight into providing solutions to prove your expertise, but true discovery is a continuous process that shouldn't end just because a contract is signed. In this episode of Breaking BizDev, John and Mark explore the difference between generalized and applied expertise, and reveal the exact information you need to uncover before presenting your recommendations. In this episode you'll learn...
- Why sales discovery and asking questions should never truly stop
- How to navigate prospects who demand free sample deliverables
- Mark's 3-question litmus test for when you can start advising
- Why identifying the "cost of inaction" is the ultimate motivator
Share your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7