David's Weekly - May 10, 2024

Plan - don't predict

There's a great book called "Let's Get Real or Let's Not Play" that we'd recommend because it offers excellent lessons in the discovery process and optimizing conversations between sales people and their prospects. One of the fundamental tenets of the book is to "roll away from the solution and focus on the problem." I'm sure we've all had the experience of being "sold" something by an animated salesperson who has not yet asked what it is we need but are very excited to sell what's on the lot.

Have I got a deal for you!

When it comes to investing and the markets, the idea of moving off the solution is particularly applicable because of the frequent desire in the industry to focus on products and not on clients' actual objectives. So, we'll spend some time today talking about what we feel is the right approach.

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