With heightened emotional intelligence, you will be able to be yourself and connect effectively with the customer. Effective communication is the art of motivation and collaboration – you will be collaborating to achieve a solution to the customer’s needs and motivating them to take action.
At this stage, you should seek to build on the initial rapport, and focus on the client and their business issues and needs. This step in the Integrity Selling is process is by far the most important. In the interview step you are discovering the needs, problems and concerns of your customer. This is the time to listen, probe and ask questions from curiosity to get at the heart of their challenges.
Take notes, demonstrate your sincerely interest in what you are learning about their situation. Show that you are fully committed to their needs, finding a solution to their problems and dealing with any concerns.
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