Stages Mistakes #1: But I’m a Problem Solver
Learn how to recognize when you've moved from a client's stage back to yours in order to solve a problem.
When it comes to stages. The other thing we need to be careful about, if we're executing this good empathy based listening. We build the trust. We pick up the breadcrumbs. We're on their stage. We built that trust. What do we have a tendency to do? We're problem solvers and we want to take over and say, "Now that you trust me, here's exactly what you want to do," and we stop listening. We revert back to our old ways. Remember when we get on their stage, that's our culture. So yes, we're going to provide solution, we're going to help them, we're going to solve their problems, we're going to understand them, but we're always seeking to confirm an understanding. You know why? Life changes. Empathy based listening, it's seeking to understand the perspective, our clients, our prospects, with regards to that type of conversation at that moment in time. Time changes. Life changes. And we're going to demonstrate even when we're on their stage, we're trying to get to the very center.
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