From the course: Mastering Authentic Influence for Highly Successful Sales
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Truly understanding client needs
From the course: Mastering Authentic Influence for Highly Successful Sales
Truly understanding client needs
- Very often what happens when groups or teams go into work with clients, they listen but they listen through a filter or a bias. And what happens is wherever they don't dig deeply enough or listen long enough, they fill in the blanks around the client profile with their own value system. And then they go back and they create an absolutely beautiful solution, very elegant solution, but because it's built on the wrong premises, the wrong set of needs, the wrong values that were filled in by the team and not by the client themselves or verified by the client, it turns out that it actually doesn't work. So what happened in all likelihood is not enough questions were asked. They weren't asked deeply enough, the listening didn't go on long enough, and the curiosity didn't stay focused on the client long enough. We can get impatient when we're listening, and we can start to draw conclusions too quickly and we can start shutting…
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