Comments on: Diagnose: The Desire to Understand

By: S. Anthony Iannarino

S. Anthony Iannarino — Fri, 28 Dec 2012 00:46:00 +0000

There is indeed, Yassin. I am working on the book now!

By: Yassin

Yassin — Wed, 26 Dec 2012 18:29:00 +0000

Great Article.

I would love if you could layout for us on how to run the diagnostic process. Is there a system that you follow ?

Thank you

By: Would You Buy a Brick from Ogilvy?

Would You Buy a Brick from Ogilvy? — Sat, 03 Apr 2010 18:28:22 +0000

[...] word choice, “pry,” is what those of us who work in sales might recognize better by the word diagnose or needs-analysis. The word “pry” connotes something other than what we in sales actually do. [...]

By: Does Being a Trusted Advisor Mean That You Don’t Sell?

Does Being a Trusted Advisor Mean That You Don’t Sell? — Fri, 19 Mar 2010 13:00:27 +0000

[...] a trusted advisor means that you have the ability to diagnose your client’s business problems and challenges and then to make the right recommendations to [...]

By: 3 Ways to Improve Your Ability to Diagnose for Salespeople

3 Ways to Improve Your Ability to Diagnose for Salespeople — Sun, 07 Mar 2010 01:04:52 +0000

[...] diagnose in sales is to be able to discover the root cause of your client’s business problem or challenge. [...]

By: Daniel M. Wood

Daniel M. Wood — Fri, 12 Feb 2010 09:28:04 +0000

Hello Anthony,

Another great article.

I agree that it is really important to understand your customers. If you can see what problems they have and what is stopping them from making a deal you can meet their arguments and earn their trust.

In sales everything hinges on trust, if the customer trusts you they will be inclined to purchase your products.

By showing them that you care and that you are willing to take the time to help them with their problems, fears and letting them know that you won’t be going anyware after the deal is made, you will still be there to care about them and their questions.

//Daniel M. Wood
Looking To Business

By: uberVU - social comments

uberVU - social comments — Fri, 12 Feb 2010 04:48:47 +0000

Social comments and analytics for this post…

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By: BizSugar.com

BizSugar.com — Fri, 12 Feb 2010 04:05:54 +0000

Diagnose: The Desire to Understand…

The ability to sell requires a strong ability to diagnose the client’s problems and challenges. By diagnosing their problems and challenges, and by developing a full understanding of their root causes, the professional salesperson can build a solution …