http://www.salesproductivityinsider.com/whats-in-it-for-them/ Building Performance Profits and People Fri, 03 Jun 2011 08:57:04 +0000 hourly 1 http://wordpress.org/?v=3.3.1 http://www.salesproductivityinsider.com/whats-in-it-for-them/comment-page-1/#comment-2 Anonymous Mon, 15 Sep 2008 18:05:00 +0000 http://wiifteffect.wordpress.com/2008/09/15/whats-in-it-for-them/#comment-2 I try to listen closely to what my clients are saying and repeat back and build on the things I hear them say are important to them in my own comments. It gives them confidence that I do understand their concerns and that I'm "on their side". I can usually see how well this is working by the emphatic nods and knowing smiles I often get back from them! I can just tell that they are thinking, "She really 'gets" us!" I try to listen closely to what my clients are saying and repeat back and build on the things I hear them say are important to them in my own comments. It gives them confidence that I do understand their concerns and that I’m “on their side”. I can usually see how well this is working by the emphatic nods and knowing smiles I often get back from them! I can just tell that they are thinking, “She really ‘gets” us!”

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