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Philosophy

Philosophy

I work with too many people trying to figure out how to extract money from a prospects, instead of how to provide them with value. You have to present value in unique ways, and don't try to solve a prospect's problem (which gives the buyer a solution for free, or causes the buyer to think you're arrogant taking 20 minutes to solve their months-long issue) but rather try to reframe it.

“We have an attrition issue, we're losing talent.”

“Maybe you have an opportunity, in that you're losing people at no cost who were doing yesterday's jobs, and you have the option of hiring different talent to perform tomorrow's jobs (or using technology instead). I know how you can determine what's worth keeping and what's worth replacing rapidly and thoroughly.”

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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