David often feels overlooked and insecure.
Sharon owns seven cats named after the Seven Dwarfs.
David loves Tom Clancy novels and adores his six-year old blonde Labrador Retriever.
Sharon wishes she had more time.
David wishes his business was better, but doesn’t want his employees to see his concern.
Sharon wishes she laughed as often as she did when she was 19.
David wishes he felt more connected to people.
Sharon wishes she knew more about you, and felt she could trust you.
David craves the one thing everyone craves: Appreciation.
Before you try to satisfy “the client”, understand and satisfy the person.
How to start?
Start with asking that person, “tell me about your experiences with similar services?”
And then ask,
“What three things would you change about them?”
The answers will reveal what that person wants and, more important, what that person fears. A prospect’s fears are like a prospect’s objections. Answer them and the business is yours.
–Follow me on Twitter and Psychology Today