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Ten Lessons from 10,000 conversations

Lesson 1. Build Rapport

Lesson 2. Use Questions Skillfully

Lesson 2. Use Questions Skillfully

The level of rapport impacts the effectiveness of every one of your conversations—it goes a long way to determining their outcomes. Conversations are easier when rapport is present and are more difficult when rapport is missing.

Lesson 2. Use Questions Skillfully

Lesson 2. Use Questions Skillfully

Lesson 2. Use Questions Skillfully

Questions can be used to guide your conversations. They pave the path towards helping your clients understand their needs and discover ways to address them. But, to be effective using questions, you must use the right type of question at the right time.

Lesson 3. Listen

Lesson 2. Use Questions Skillfully

Lesson 4. Focus on Needs

Listening is more important than talking. Listening is most impactful when it is done actively with intention and purpose. The better you listen, the better you’ll be in creating powerful connections with your clients.

Lesson 4. Focus on Needs

Lesson 5. Exercise Self-control

Lesson 4. Focus on Needs

Needs-based conversations result in positive outcomes. They help your client see you as an ally and as someone who cares about him on a deeper level—beyond the normal expectations he has for a business relationship.

Lesson 5. Exercise Self-control

Lesson 5. Exercise Self-control

Lesson 5. Exercise Self-control

The reality is you can’t control another person, you can only control yourself. Before you can competently manage a conversation, you must be disciplined and self-aware.

Lesson 6. Prepare and Plan

Lesson 5. Exercise Self-control

Lesson 5. Exercise Self-control

Conversations work better when you are prepared. When you have a plan and a structure to follow you put yourself in a position to effectively manage and lead a conversation. 

Lesson 7. Create

Lesson 8. Explore

Lesson 8. Explore

How a conversation starts matters. Engaging in a consultative needs-based conversation means discovering what your clients are seeking to accomplish and encouraging full participation.

Lesson 8. Explore

Lesson 8. Explore

Lesson 8. Explore

In order to get an understanding of your clients' needs beyond a superficial level, you must probe for understanding. The more depth you achieve, the stronger your relationships become.  

Lesson 9. Address

Lesson 8. Explore

Lesson 10. Resolve

Speak to your clients’ needs and objections. Present ways to meet and satisfy their needs. Welcome their objections and take responsibility for helping to handle them. 

Lesson 10. Resolve

Lesson 10. Resolve

Lesson 10. Resolve

Your goal is to problem solve and find solutions to satisfy your clients' needs. Then, you must gain agreement for action. The measure of a conversation is determined by the specific results it produces. 

TEN LESSONS FROM 10,000 CONVERSATIONS

Here's a special 9-minute episode of the podcast where I review the ten lessons.


Copyright © 2022 Ivan Farber


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