Monday Musing: Balancing Confidence and Curiosity
When confidence and curiosity come together in perfect harmony it can often lead to a sale. But when one or both is out of balance it can be very dangerous not only to your sale but your reputation.
Powerful curiosity and powerful questions can be important in a discussion with a customer. But there is a point where you have to say, okay, I think we have enough information to move forward with the next phase of recommendations. If you're not careful, confidence can come across in a way that really undermines your value to the customer because they're afraid that you would pull the trigger on a recommendation before you really had all the facts.
Listen and find out more about how to keep these two powerful tools in check so that you can keep cashing checks.
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