LESSONS

Man and woman standing and talking during a meeting

Ensuring an Engaged Buyer

Transformative growth happens at the intersection of the story you tell, the visuals you use to tell that story, and the level of engagement you bring to the meeting. The more fully the client is engaged, and you are engaged, the better the outcome will be.  

1. Asking Questions

Use these techniques to engage your client and make your meeting feel less like a presentation and more like a deep conversation about how to solve their challenges and achieve their business needs.

2. Listening and Responding

Clients feel good when they talk about themselves. They like people who listen to them, and they buy from people they like. Use these techniques to ensure your client feels heard and understood, which helps you build the relationship you need to obtain your desired outcome.

3. Presence

Presence is what other people experience when they spend time with you. It is how we communicate, connect with, and influence others. The techniques in this lesson focus on how to create the right emotional climate that leaves the client feeling inspired, confident in you and your solution, and believing that you truly want to help.

4. Communication Skills

Most people think about communication in terms of the words we use. But we communicate in ways well beyond what we say. This lesson is all about communication techniques that increase your credibility and likability, thus strengthening the connection between you and your client.