When Addressing a Speculative Statement, When Should I Give My Opinion vs. Discover?
Speculative statements may feel like questions. Understand what the client is really asking.
Eric, in regards to those speculative statements, you're right, they do feel like questions. How do you know if there's ever a time when they want you to discover, or other times they just want you to give them an answer? That's a great question. You're right. When somebody says, I'm curious what's going to happen in the future, I wonder what's going to happen if, they are speculating on something that's unpredictable. It's this journey forward. I need you to trust they're not done explaining. If they want you to give a concrete answer, they're going to give you something like a category two to start it off and it's going to say, "Eric, I want to know your opinion. Eric, I'm really curious about your thoughts on what's going to happen if..." There's a difference. That exclamatory statement will tell you.
Bottom line, they brought up the topic. It's complicated. We're going on a journey together and it's unknown. They want you to be most prepared about their thoughts on this before they get your solution. The cool thing is, as soon as they give you their thoughts, then they're going to tell you, "Eric, that's what I think, but what are your thoughts?", And then you give your value proposition.
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Neither MFS nor any of its subsidiaries is affiliated with Eric Maddox. The views expressed are those of the speaker and are subject to change at any time.
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