From the course: Mastering Authentic Influence for Highly Successful Sales

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Get them talking

Get them talking

- The sale is in the client's story. Get them talking and get out of their way. So the authentic influence approach to interacting with clients, short version, is they talk first, I talk second, we agree. And that means I got to get people talking at the beginning of these interactions, at the beginning of the relationship and the beginning of my meetings. Remember why clients buy? They buy to satisfy a need, either a need that they actually have or one that they perceive that they have. But most important is, if I know this, then very early in the process, I probably want to find out what their perceived needs are, and I probably want to be infusing their perception of their needs with some of the expertise that I have. So we're going to take a look at this very delicate way of asking questions of clients, reserving judgment while they're talking, listening intently, and it starts by getting them to answer questions.

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