From the course: Mastering Authentic Influence for Highly Successful Sales

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The magic of the playback

The magic of the playback

From the course: Mastering Authentic Influence for Highly Successful Sales

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The magic of the playback

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- The reason we often don't get the information we want from clients is because clients speak in very general terms. They speak in what I call adjectives, adverbs and connotative phrases. They speak in words that mean a lot to them, but I really don't know what they mean, they're not specific enough. And the habit of many people is when they're listening, they just start nodding their head and go on to the next question. They don't stop and say, say more, or how so? Or can you be more specific? Any one of those questions, the client already has a trajectory in their story, they already have top of mind, where they were headed with this. If I simply do this light touch and it's called, the double click, I simply do this light touch. I'll get all the information I want, in exactly the terms the client intended for me to understand, but didn't put words to. So, I don't get the information, when I hear a general phrase,…

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