Monthly Archives: April 2015

Talk show host

Consider* the on-the-spot analysis offered by radio talk show hosts.  A favorite of mine is Dave Ramsey:

From the listener comes a story and situation, and a desire for guidance.  From the talk show host we get exploration, analysis, alignment, and a prescription.

What is the nature of the advice?  It’s directional and decisive; it’s based on the host’s years of experience…  It is correct.  It’s not in depth.  It doesn’t go into details.

We in pre-sales are often the radio host.  We take calls and provide analysis to help qualify, problem solve, and position in opportunities, we ask exploratory questions and align in discovery, and we provide directional and decisive prescriptions based on our years of experience.  We often do all of this in one short conversation; shorter than a call on a radio talk show.

We are correct.

 *Listen to how they handle personality types, key and extraneous information, and how they sum up then communicate their opinions.
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