Diagnosis Before Recommendation

Understand the full situation before you prescribe a plan.

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0:00Here is a mistake that quietly kills deals: recommending before you understand.

0:06Les says it plainly. Never explain the system in detail. Never engage in Premature Expertise.

0:12Because the moment you start prescribing before you diagnose, you stop leading and you start guessing.

0:18Diagnosis before recommendation means you assess first.

0:22You ask the four Discovery questions. You watch how they respond. You do not prejudge.

0:29As Les puts it, you do not guess where someone stands, you watch how they respond.

0:35Discovery is intentional. Discovery follows sequence. Discovery produces decisions.

0:40Only after clarity is established and alignment is confirmed do you recommend the right next step.

0:47That is why this principle matters: alignment first, execution second.

0:52A doctor never prescribes before the exam, and neither do you.

0:56Diagnose first. Recommend second.

0:59That is how trust is earned and how the right people move.