Archive for June 5th, 2007

More Sage Advice from Unit Coach

• June 5th, 2007
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This is an excellent example from Unit Coach of how to communicate with our customers:

Getting Your Customers to Persuade Themselves

I went to a party a number of years ago and met a fascinating woman. We talked for quite a long time and all the way home in the car I raved about her to my husband. She was so intelligent and professional and I allowed as how I would recommend her to just about anyone. “Really?” asked my husband, “Tell me about her.” For the life of me I couldn’t tell him anything beyond the most basic information like her first name and what she did. I was dumbfounded that I knew so little about her. She was an expert conversationalist because she got me to talk about myself. Because of her questioning skills, I felt important and fascinating. Additionally, I thought she was brilliant - someone I liked and trusted. Amazing.

In the article, “That’s A Good Question!,” we determined that if we ask ourselves better questions, we will get better answers. Asking the right questions of your customers will directly affect your success as a consultant. Why? (more…)