By Mark Goulston
The 1st make-or-break step in persuading a person to do any factor is getting them to listen to you out. even if the individual is a harried colleague, a stressed-out patron, or an insecure wife, issues will pass from undesirable to worse should you can't holiday via emotional barricades. Drawing on his event as a psychiatrist, enterprise advisor, and trainer, and sponsored by way of the newest clinical learn, writer Mark Goulston stocks easy yet energy ful strategies readers can use to actually get via to people--whether they're coworkers, pals, strangers, or enemies. Getting via is an outstanding paintings yet a serious one. With the aid of this groundbreaking ebook readers might be in a position to flip the "impossible" and "unreachable" humans of their lives into allies, committed shoppers, dependable colleagues, and lifelong buddies.
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Extra resources for Just Listen: Discover the Secret to Getting Through to Absolutely Anyone
Winston replied, “The salesman is one of the best men in the business. ” Winston was a believer and an evangelist who preached the gospel of diamonds. You, too, must exude the evangelical spirit. The foundation of this spirit is the fundamental belief that the value of what you are selling far exceeds the cost. Without an honest belief in the superior value of your products or services, you have reduced your stature significantly, and the client will know it. When you believe, you are believed.
Customers are for today; clients are forever. … By purpose, we mean your objective or intention—something toward which you are always striving. Purpose is something bigger. It is the picture you have of yourself—the kind of person you want to be or the kind of life you want to lead. — KENNETH T BLANCHARD AND NORMAN VINCENT PEALE HE ADEPT FINANCIAL PRODUCTS AND SERVICES PROVIDER has a positioning mission. Why? Because too often the consumer is confused. Easy access and the similarity of financial products and services have leveled the playing field.
The illustration below demonstrates this phenomenon. Most financial professionals fail to achieve their income potential because they do not discriminate between clients and customers. Running a financial products and services business based on customers alone is exhausting. Every day you must devote a significant part of your time to prospecting, since customers are one- or two-sale buyers. Customers have no loyalty because there is no relationship. They buy financial products and services from the lowest bidder, from a “specialty” referral (an insurance agent, for example), or simply from a name out of the yellow pages.