From the course: Mastering Authentic Influence for Highly Successful Sales

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Questions that elevate trust

Questions that elevate trust

From the course: Mastering Authentic Influence for Highly Successful Sales

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Questions that elevate trust

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- So the reason clients don't open up is because they're nervous, because they're anxious, because they don't trust a question. The entire experience of being client-facing, to my mind, is one of elevating trust. And trust being made up of, do I see you as somebody who knows what you're talking about? You're credible. And do I see you as somebody who has my back? You're empathetic. And therefore, the combination of them, do I like you? Do I want to be in your presence? Do I want to move forward in a relationship with you as a client in your business. Everything that I do needs to contribute to the client feeling comfortable and the client seeing the credibility that I bring and seeing the empathy that I have. So the best way to get them to open up is to constantly be thinking about, not this is easy for me 'cause I do it all the time so I'll just ask another question, or I'll just listen more deeply. It's do it in…

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