Читать книгу Closing the Sale - Craig Christensen - Страница 22

become highly motivated to push back. It’s an emotional response. When trust is compromised, the information flow from clients is severely curtailed, and you are far less able or likely to craft solutions that meet their needs.

If your intent is to help clients succeed, clients will be more likely to share their beliefs about what success is. And the better you understand your client, the better decisions your client will make.

Conversely, when clients perceive that your intent is to help them succeed, they are more likely to share their own beliefs about what success is. And the better you understand what a client wants and needs, the better the choices you can bring to the table. It is in your own best interest to focus on the interests of your client first.

Consider Your Own Experiences

Think about a solution you’ve sold using brute force. What happened? Was it wildly successful? Was the client truly happy? Or did it come back to bite you?

Think about situations where you were pushed to buy something you really didn’t need or want? How did you feel? Who did you blame?

Your role