From the course: Win New Business by Running Great Client-Facing Meetings
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Landing a benefit to match a need with flair
From the course: Win New Business by Running Great Client-Facing Meetings
Landing a benefit to match a need with flair
- Here's how to hit all three of your client's intelligences for maximum resonance and relevance. With the IQ, their logic, it's satisfied by the relevant details you share about your solution. By choosing to share the few but most relevant features for many general features of your solution, you increase the perceived relevance of what you're saying. These eventually include features such as timing and price, so they'll all be in there as well. EQ, their sense of being understood, comes from reflecting their needs to them in the reframe and the rephrasing that you do that we covered back in the listening module. This is how you start your presentation, making it about them. Both relevance and resonance are met in this step of playing back your understanding of their story. Now, the BQ, the body intelligence, I'm going to say, arguably, the most underutilized competitive distinction you have, it's addressed by the…
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