marketing+sales: Would You Buy From You?

1. THE "WHY"

We must understand the other person on a deeper level, or what I call "under the iceberg." What is their truth? Their worldview? Their why? Think about it. Nearly 90 percent of an iceberg is below the surface of the water and yet we zoom in on the visible part, a whopping 10 percent. You may claim to understand another person, but have you completely listened to them? This must happen in order to uncover the root values that drive each decision that person makes. Ask great questions to get beyond the "how" and "what" and below the surface to the "why."