Apply the correct approach to emotionally connect with a client.
Immediately demonstrate a mindset of value in the initial meeting.
Identify what your clients value by using a "Value Questioning Strategy."
Articulate your value in alignment with the client's value.
Determine if clients are "simply asking questions" or if they are "challenging" your value. Learn skills to respond to any challenges.
Request value commitments from clients.
Develop long-term, mutually beneficial, consultative relationships with clients.
The various stages of "Delivering Your Value" are:
1. Developing a pre-call value strategy skill model.
2. Earning the right to the value connection.