Did you ever call your mobile phone network provider to complain about the service, only to be offered a new phone and contract?
Did you start to browse in a shop, only to be approached by a sales assistant who tries to sell you something that you don’t need?
What went wrong?
In their eagerness to sell what they want to sell, the other person didn’t really listen to you. Perhaps he or she barely gave you the opportunity even to speak.
It may be, at times, that the offer may have been useful to you after all.
But how would anybody know, unless you had the opportunity to speak freely and be listened to?
A good service provider allows the prospective client to do most of the talking.
By listening, asking relevant questions, then listening again.
The prospect feels dignified, and in turn, accepts and respects you as an expert. He or she will say things that can guide your expertise to provide solutions as required.
That leaves you in a better position to adapt your services and expertise to the specific needs of your client.
Listen carefully, and let your clients do most of the talking.