The following was my most popular post on WordPress in 2014. With some edits I’m reposting it and would appreciate your feedback regarding a real case.
“I’d like you to send me a proposal for two days’ training for a small, new sales team that my firm is putting in place. Can you do that please and send me a training outline.”
Caller is head of Training for a large firm in the financial services sector. We’ve never met. I was referred by a client. Hey! That’s prescribing before diagnosing. Malpractice!
“Thanks for thinking of me; but could we meet for a few minutes so that I could get a clearer understanding of the situation and the problem that you want to solve?”
“That’s ok; but we are pretty well organised and two days sales training should do the job. So how about sending me a programme outline and your…
View original post 306 more words