A short monologue (single speaker) reflecting on consulting and sales skills. The speaker describes learning consulting in business school and emphasizes the importance of reading clients, asking clarifying questions, understanding the organizational context, and framing requests within a larger 'architecture' to provide the right solution.
I mean, I think probably during business school, I learned a lot about consulting, and it's one of the top three professions. So, yeah, probably had a good idea of it. But I think when I got in, realizing that, I. I think why I was good at it is because I could understand what the client wanted when. Even though they weren't telling you in detail what they wanted. Right. So it's about this, know, reading people, understanding how to ask some questions to clarify. And I think, you know, for me, I have a pretty good framework, thinking brain. So, like, I'm always. I'm always listening to something to try to understand the overall framework of what you're talking about. And so I can put it in context, which sounds a little, you know, it's a little abstract, but. But for me, I need to know, oh, what's the architecture of this that we're talking about? And then I can see where your request fits in that and figure out how to help you build to that architecture. I think there's. That's. To me, that's what great salespeople do. They don't just. They don't just ask you stupid questions. They're actually, like, trying to understand who you are and exactly what you're after and how that fits in with, you know, the organization you work in. Like, what does that mean? When your boss. How is your boss gonna act like, you know, if you buy this versus that? What's the actual. Like, are you. You know, there's a famous thing, like, are you. Are you looking for a screw or are you looking for a picture to be hung up? Right. Yeah. So what's the ultimate goal of what you're trying to do? I think that, you know, to me, the great salespeople are just people who know how to read someone, get the detail of what they're trying to really say, even though they can't maybe articulate it themselves.
