Читать книгу The Consulting Bible - Alan Weiss - Страница 51
How do you know if you have a “trusting relationship” with a buyer?
ОглавлениеThe buyer doesn't allow for interruptions by phone, e‐mail, or assistant.
The buyer doesn't end the meeting early and might even extend it.
The buyer asks for advice on an issue.
The buyer reveals something confidential (“We're considering an expansion… .”)
The buyer uses humor and reacts well to your humor.
You are involved in a conversation, not a “presentation.”
No other people have been unilaterally invited to the meeting.
