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Listen To 'Understand' Rather Than To merely 'Reply'

15th Dec 2014
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Selling professional services will get a lot easier if we're interested in learning about our prospect's highest aspirations for themselves.

We talk about our firm, we talk about our services, we talk about their business and we ask for a last set of accounts (primarily to see what they pay their current accountant). How often though, do we discover what is driving them to succeed professionally and what form success takes from their personal perspective?

Today’s To-Do

Behind most professional goals lie the personal aspirations that inspired it. If we can find those, our solution will be far more ‘on target’ than that of our competitors.

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