My previous post on the blog was solicited by a particularly depressing series of events at a client site where it had become apparent that a newly appointed senior executive was about to trash all the hard organisational development work that had been done by the executive of the business over many years. On reflection what became apparent to me was far from the new appointee being a problem, they could actually enable tremendous inner growth among for all concerned. Far from being an enemy, this person was a most valuable ally.
Check out the following video to find out why the discovery process is so important. Too many of us assume what it is that the client needs – to both our detriments. Good sales training in South Africa will spend a lot of time on the discovery process, as should […]