You can build credibility with your clients and customers simply by using inquiry, and listening before you jump to a solution.
Alright guys, let’s talk about this idea of diagnose
Leading statements are not the only way to handle objections, but they are very useful in many situations.
Hey guys, Joe Thomas. We’re focusing this week on handling objections. That’s
You can find many opportunities for value exchange as you and your clients move through the decision cycle.
Hey guys, here’s a simple idea: never do something for nothing. Look
You can become a trusted advisor to your client by using the most credible voices you have access to.
Hey guys, Joe Thomas, simple point today: we’re going to focus
Understanding motivations and using high-focus language can get you the meetings you really want.
All right guys, one of the things we often struggle with is gaining access to the
Hey guys, Joe Thomas, we’re going to focus on four boosts
in a row. So these are the power boosts. You got to practice and practice,
practice these boosts of course. Things that
Hey guys, down in the Netherlands near Amsterdam. Wanted to focus on one simple point. Inquiry. Not just questions, inquiry. Inquiry can be done through questions, of course. It can also be done
As a quick reminder, a “boost” is something you can use when communication is less than optimal. When you sense an obstacle or if you just feel like the communication/relationship could use a “Boost”. You can also use Boosts
Let me introduce one of my favorite principles: It’s called the Principle of Dichotomy. The Principle of Dichotomy says this: Anything less than a conscious commitment to “A” is a subconscious commitment to “B” when “A & B” form
The client says something to the effect of this: We like what you’re proposing, it’s just that we can get the same thing from the competition for ??% less. Note: The difference must make a difference.