 |
To earn the right to be heard, it is important to jump into your customer’s world.
|
013 |
 |
If you believe that you must earn the right to be heard during every moment you interact with customers, you will increase the chances that you actually will be heard.
|
014 |
 |
Every moment you are talking during a persuasive conversation is a moment you are not listening to your customer. You are listening to yourself.
|
045 |
 |
Customers don’t always tell you exactly what they are thinking. Sometimes they don’t want to share everything; sometimes they aren’t even aware of everything they are thinking and feeling.
|
046 |
 |
Whether it is you, your customer, or a colleague, assess without judgment or you may end up as the one being judged.
|
049 |
 |
Getting a sense of your customer’s personality, motivations, and characteristics can provide you with some of the most valuable input you can find for improvising a persuasive conversation.
|
056 |
 |
Long before telling your customer about what you are offering him you want your customer to understand who you are.
|
059 |
 |
What your customers feels about his relationship with you will form the foundation of how he views your product and service offerings.
|
064 |
 |
If you deny what your customer brings into the conversation, you risk shutting the conversation down.
|
071 |
 |
You never want to force your customer to go in a direction she does not want to go in. You want to create a flowing persuasive conversation, in which you and your customer are moving together, not in opposition.
|
071 |
