Pain hides in plain sight
One of the biggest mistakes in Solutions Consulting is accepting a prospect’s first description of their process at face value.
Purchasing therapy?
At the heart of great Solutions Consulting is great discovery. Not scripted questioning or interrogation. Genuine, thoughtful conversations that help prospects and customers articulate challenges they may not even fully understand themselves yet.
Listening is the new winning
In Solutions Consulting, we often focus heavily on what we are going to say next. The product knowledge. The technical depth. The perfect demo flow. The objection handling. Yet the most valuable skill we possess is usually the one spoken about the least: listening.