Michael Oliver
Michael Oliver
Let clients sell themselves
Stop living off the mother of invention (necessity)
Natural Selling Principles
- Helping other people solve their problems
- ask questions; listen; feed back the intentions
- 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
- you have questions and possible solutions
- 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
Misc
The Six People In Every Conversation
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 |
page revision: 4, last edited: 10 Aug 2010 15:21