29 Sep
Stop upping the dose. Measure first.
My doctor had a prescription within thirty seconds. Not once had she asked me when my levels were high. The same thing happens every week on every sales floor in the country.
Articles
You have seen those lists. They do not work, and this page explains why. On Diagnostic Selling, on what does work in 2026, and on the questions no one asks before offering a solution.
My doctor had a prescription within thirty seconds. Not once had she asked me when my levels were high. The same thing happens every week on every sales floor in the country.
Pitching is establishing what you are going to say. Diagnostic Selling is establishing what is missing. That is the whole difference, and it changes everything that comes after it.
Whoever does nothing is never proved wrong. As long as changing feels riskier than sitting still, nothing happens. And every reminder email makes that choice heavier.
New pieces appear irregularly, usually a couple of times a month. They stay here permanently, and they also go on LinkedIn. That is where I take the discussion; here it stays put.