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The
Consultative Sales Process WOE Decreases Trust Let’s say you’ve met with your client, gathered information, and you take your leave to perform analysis and put together projections and presentations. When you get back together, what’s the first thing that happens? You and the client spend time reviewing and validating the inputs. You’re describing what you did and why you did it. And they’re looking for mistakes! And unfortunately they’re easy to find, because most software programs don’t perfectly fit the data of your real-life case. When you’re entering data, you must make assumptions, interpretations, and adjustments. There is no such thing as perfect information! No matter how good of an interviewer you are, new information can (and inevitably will) appear that invalidates your current analysis and threatens the dreaded ‘do-over.’ When working to build trust with a client, mistakes aren’t the problem. Mistakes can demonstrate vulnerability which actually help build trust…as long as you recover from them quickly and effectively. The real problem is that you have to send people away while you fix your ‘mistakes’. You waste valuable time—both yours and the client’s. If you try and explain away the issues to avoid this situation, you risk losing the appearance of objectivity. This taxes trust, limits your access to valuable customer information, and decreases your odds of gaining a sale. |
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