The Diagnostic / Diagnosing
Performing a diagnostic or diagnosing is the act of asking your target or prospect questions in order to know more about their needs.
- This allows your recommendation, at the end of it, to seem more tailored (whether it actually is or not);
- The key here is that the tailored recommendation will be authentic. Sometimes, the recommendation will not be what you’re offering. It will be something else. But when the best selection is what you’re offering, it allows you to recommend it unapologetically;
- It also instantly puts you in a place of authority, as you give off the impression of being a specialist asking questions. It’s the opposite of a pushy, “salesy” type of frame where you push anything at any cost.
A useful statement is to mention, “I’m not even going to mention my price/service/myself until I’m sure I really know what your needs are, and that I can help”.
There are usually two key types of diagnostic:
- Diagnosing the person’s needs. This is usually done by a top consultant (or other top performer) in the beginning of the relationship to ascertain what the person needs. All this information can then be used to persuade them later;
- Diagnosing an objection. This is used to flip the power dynamic on the person and get them to prove themselves, not you;
- If the person says, “I’m not sure you have the required qualifications”, you may ask back, “What kind of qualifications would be necessary?”;