The Trusted Advisor Fieldbook by Green Charles H. & Howe Andrea P

Author:Green, Charles H. & Howe, Andrea P. [Howe, Andrea P.]
Language: eng
Format: epub
ISBN: 9781118163665
Publisher: John Wiley and Sons
Published: 2011-11-21T14:00:00+00:00

“The client sold himself on our services in that moment.

“What I learned: Sometimes you have to ask basic questions. Simple and humble is often better. Rather than struggle to find what’s beneath the surface or between the lines, the best way to advance is to be as direct as possible—even at the risk of going against cultural norms. If you speak directly—in a polite manner and with respect—the customer will thank you. You are saving their time and getting a better result.”

—Paulo Novaes (Mexico)

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