#269 - Hall of Fame: Keenan
30 Minutes to President's Club | No-Nonsense Sales
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Uncovering Business Problems Through Process Questions
This chapter discusses the importance of asking process questions to identify root causes of business issues, rather than relying on client self-diagnosis. By probing into billing hours and activity tracking, the approach reveals inefficiencies and aligns product solutions. Emphasizing understanding the customer's perspective, it showcases problem-solving in real-time and the significance of addressing individual roles within a firm.
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