Michael Oliver

Let clients sell themselves

Stop living off the mother of invention (necessity)

Helping other people solve their problems
1. ask questions; listen; feed back the intentions
2. clients
  - have the history of what is and has happened in their lives
  - know their needs
  - have answers to questions, but they don't have the solution … you do
3. you have questions and possible solutions
4. dialogue is the mechanics: ask questions, listen, feed back
Listening to what is being meant (emotional), not just what is being said (logical)
- emotion motivates
Letting others persuade themselves
Feeding back what you think you heard the other person wants

When you talk to one other person, there are really six parties present.

You	Other Person
How you perceive them	How they perceive you
How you perceive yourself	How they perceive themselves
How you really are	How they really are

Bringing Transparency To Life: learn at Riscario and treat at Taxevity

page revision: 4, last edited: 10 Aug 2010 15:21

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