COMPREHEND (Differentiation by Learning the Art of Establishing Trust.)
To differentiate yourself and gain a competitive advantage, you must first establish a
convincing level of credibility and trust with your prospects. Establishing a relationship
in which your prospects and customers feel comfortable with you is essential if they are to
open up with you and divulge the inside skinny! Only with this level of comprehension will
you succeed in providing a solution that is meaningful and results driven. Now you've
differentiated yourself!
Areas of Differentiation covered include:
- Establish Alignment, Credibility and Trust
(A.C.T.) and create a meaningful and useful business bond.
- Exercise Very Insightful Perceptions
(V.I.P.) skills that support your objective of being viewed as the "trusted advisor".
- Don't worry about what to say! Focus on what to ask!
- The importance of making every conversation "individual relevant". Everything
you do must be all about them!