{"id":231023,"date":"2020-01-08T19:02:00","date_gmt":"2020-01-08T19:02:00","guid":{"rendered":"https:\/\/a5advisory.com\/?post_type=blog_post&#038;p=231023"},"modified":"2021-06-01T17:47:50","modified_gmt":"2021-06-01T17:47:50","slug":"diagnose-before-you-prescribe","status":"publish","type":"blog_post","link":"https:\/\/a5advisory.com\/blog-post\/diagnose-before-you-prescribe\/","title":{"rendered":"Diagnose Before You Prescribe"},"content":{"rendered":"\n<p>Your doctor would never write a prescription&nbsp;or perform an operation without diagnosing you first. You show up with your symptoms, your internet research and advice from all of your friends and family, but ultimately your doctor is the one who will determine what\u2019s really wrong and will proceed with the appropriate treatment.&nbsp; It\u2019s no different with sales.&nbsp;This may seem obvious, but all too often&nbsp;we show up ready to present a solution before we have done any real diagnostics. How well do we really know our clients and their unique needs before we show them a demo, or recommend they buy our entire suite of products?&nbsp; <\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Below are&nbsp;some tips to keep you from practicing bad medicine with your clients and prospects.<\/strong><\/h3>\n\n\n\n<p><\/p>\n\n\n\n<ul><li>You must establish trust first \u2013 if they don\u2019t trust you, they won\u2019t trust your diagnosis.<\/li><\/ul>\n\n\n\n<ul><li>How do we establish trust? With&nbsp;<strong>Authority<\/strong>&nbsp;(we\u2019ve succeeded in this diagnosis before) and <strong>Empathy<\/strong>&nbsp;(we understand how this is making you feel\/what pain this is causing you)<\/li><\/ul>\n\n\n\n<ul><li>Don\u2019t try to make yourself, your company or your solution the hero \u2013 the client is the&nbsp;<strong>Hero<\/strong>&nbsp;and you are their&nbsp;<strong>Guide<\/strong>\u2026how will you guide them to the solution to their problem?<\/li><\/ul>\n\n\n\n<p><\/p>\n\n\n\n<h3 class=\"wp-block-heading\">You need to ask the right questions at the right time \u2013 we recommend the&nbsp;<em>Solution Selling<\/em>&nbsp;questioning model to diagnose pain and lead to a solution.<\/h3>\n\n\n\n<p><\/p>\n\n\n\n<ul><li>Use&nbsp;<strong>open<\/strong>&nbsp;questions to get the buyer speaking freely about their problems \u2013 these are generally more comfortable, non-threatening and give the buyer control of the conversation.<\/li><\/ul>\n\n\n\n<ul><li>Use&nbsp;<strong>control<\/strong>&nbsp;questions to understand what the buyer is telling you \u2013 these help clarify the responses you received from open questions, are usually closed answers (yes or no, how much, how often) and give you back control of the conversation to where you want to steer the buyer.<\/li><\/ul>\n\n\n\n<ul><li>Use&nbsp;<strong>confirming<\/strong>&nbsp;questions to ensure that you\u2019re both in sync \u2013 this summarizes your understanding of what the buyer has told you and demonstrates your ability to listen, show empathy and exhibit expertise. It also provides an opportunity to clear up any misunderstandings.<\/li><\/ul>\n\n\n\n<p><\/p>\n\n\n\n<h2 class=\"wp-block-heading\">This type of approach helps establish trust with your client and allows you to uncover their pain\u2026leading to the correct diagnosis, and the right prescription \u2013 your solution.<\/h2>\n","protected":false},"excerpt":{"rendered":"<p>Your doctor would never write a prescription&nbsp;or perform an operation without diagnosing you first. You show up with your symptoms, your internet research and advice from all of your friends and family, but ultimately your doctor is the one who will determine what\u2019s really wrong and will proceed with the appropriate treatment.&nbsp; It\u2019s no different&#8230;<\/p>\n","protected":false},"author":1,"featured_media":231060,"menu_order":0,"comment_status":"open","ping_status":"open","template":"","format":"standard","meta":{"_kad_blocks_custom_css":"","_kad_blocks_head_custom_js":"","_kad_blocks_body_custom_js":"","_kad_blocks_footer_custom_js":"","_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"_kad_post_transparent":"","_kad_post_title":"","_kad_post_layout":"","_kad_post_sidebar_id":"","_kad_post_content_style":"","_kad_post_vertical_padding":"","_kad_post_feature":"","_kad_post_feature_position":"","_kad_post_header":false,"_kad_post_footer":false,"footnotes":""},"blog_category":[27],"blog_tag":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Diagnose Before You Prescribe - A5 Advisory<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/a5advisory.com\/blog-post\/diagnose-before-you-prescribe\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Diagnose Before You Prescribe - A5 Advisory\" \/>\n<meta property=\"og:description\" content=\"Your doctor would never write a prescription&nbsp;or perform an operation without diagnosing you first. 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