@anthony-simonie

Hello,

I’m listening to your example sales call scenario with “Mike” where you pull him from, “I want more money and time” to deeply personal family history and emotional drivers.

I can’t begin to imagine a conversation like that with one of my current clients who is a VP at a fortune 500 company tasked with driving change across the company through software and process implementations.

He is in constant political and power struggles there pushing unwanted change onto other deeply entrenched executives. I can’t imagine him ever expose anything emotional or personal with almost anyone, much less a “service provider” he is evaluating.

I know through his team I have been working with that he is frustrated at their ineffectiveness and knows that his organization is perceived as disorganized and chaotic, which, is, of course, a reflection on him.

His personality may be an extreme case, but I still struggle projecting a conversation like the one you model with “Mike” onto my targets client who will are running large teams in large companies but know that they are missing a critical skill / resource / expertise because things just never turn out that well…

The Mike example, all the levers are his; his own destiny, his own efforts, his own income, his own expense investment, all cleanly and clearly owned and actionable by him alone. Very different scenario than mine, and I am not able to infer how you pull out emotional drivers with my targets.