The story is heartwarming for those of us who fancy ourselves as game changers. And in this Telegraph piece, it is the last line that introduced all sorts of extra benefits.
“I made a list of what could be changed and what couldn’t.
The second list was surprisingly short.”
What a great idea for when we’re trying to craft a tailored solution at our prospects.
Much of solution selling pivots on the whole concept of ‘change’. This simple question can be posed to a prospect and uncover the all-important reaction to the impending, proposed change.
A delightful way to identify your close allies or otherwise.