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A Fourth Approach

"Of course, we consultants do not like to call it guessing - we call it diagnosis, assessment, analysis.

Yet, if one didn't know any better, it would look a lot like guessing."- Let's Get Real or Let's Not Play, page 26

As Khalsa and Illig explain, most of us in sales pursue one or more of the following traditional approaches when interacting with a client:

1. We tell.

   (About our product/service, our success stories, our bells and whistles)

2. We accept. (We propose a solution based on exactly what they told us without digging deeper)
3. We guess. (See quote above about guessing)

But of course we do.

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What’s the alternative? It comes back to intent. If you had genuine intention of helping the client find the ideal solution to their unique problem, wouldn’t you want to know what the true issue was first? Wouldn’t you dig a little deeper, get to know the real hurdles, challenges and pain points?

Wouldn’t