What if your prospects and clients have no pain points and no problems?
Presumption of damage is never a good way to start a relationship with anyone, whether in business or otherwise.
Not long ago, I was working with a sales team helping improve their capability to ask questions when meeting with prospects. Without fail, during role plays when I played the customer, each one asked me variations of, “Do you have any particular problems?”
When I responded, “No, we don’t have any particular problems,” each salesperson was flustered and did not know how to respond. Each one, after a few awkward exchanges simply withdrew and promised to call again at a later date.
If you want to attract the best people to your company, it’s not difficult. It just requires the courage and resolve. Here are the four things that you can do to make sure you are attracting the best and that you are retaining them.
There IS such a thing as an executive boneyard for those who do not succeed in making a change in business. But that doesn’t mean your bones have to go into it. Even the most obstinate organizations in Japan can be changed — if you do things right.
In this video, I share some of the behaviors that I see in the most successful CEOs who have successfully changed the companies in Japan for the better.
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