Tuesday, June 8, 2010

Thought Leaders Fix Problems

Problems exist at three levels.

1. The known problems

2. The unspoken problems

3. The unknown problems

If you want to convince me that you have something I need, then know my problems as I express them. Know the problems I won't talk about (that I do know at some level) and know the problem that I don't even know I have.

Too many experts start at number three and wonder why they scare away every opportunity.

M@

3 comments:

  1. Great post Matt. A simple, straightforward solution to the sales process of any business or transaction. Yet one that so many forget. Cheers!

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  2. matt what about the problems they are in complete denial about?

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  3. I like the simple steps to resolving an issue.
    we at www.4allmensuits.com can use some of the techniques

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