By Michael Hemmelgarn
The L.E.A.D. Method
do not want to tell them how to solve the problem.You are not the subject matter expert in their business or life.What you want to do is get the mental juices flowing on the customer’s side.Many clients might be frustrated or upset or in a stage of “give-up”. You want to ask a lot of suggestive questions to get them talking about solutions out loud. “What are you currently doing to solve that?”“What resources to people normally turn to when solving that issue?”When you start to hear the same issues often, become the greatest resource on that topic.Be their advisor and help them to get excited about possible solutions to solve that issue.
