We’re quick to assume people want our advice. Often, they just want to be heard. Train yourself to listen carefully. Resist the temptation to offer a solution for every problem.
Do you believe you should be charming, engaging and, above all, interesting with your prospects and clients? Shift your focus from being the most interesting person to becoming the most interested one.
I know you want to be “different.” That’s why you may have a tab on your website that says something like, Why We’re Different. I’ve looked at hundreds of those tabs.
A fundamental tenet of the Solin Process℠ is the importance of getting to know your prospect. You do that by empowering the prospect to talk, and not by talking about yourself, your firm or your expertise. Taking notes changes the tone of the meeting, in a negative way.