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“I had a new client who had low trust and big needs that needed to be addressed before I got into the sales part of my job. After taking Gina Rae’s class on the Four Phases of Problem Solving, I immediately put into motion virtually every tool we learned in the two day seminar; spin, active listening, and the emotions chart.
In the past when receiving new client calls, I would have prematurely jumped in with both feet to save the person and tell them immediately what they needed to do. In this instance, I allowed the situation to unfold, by letting her take her time to explain the situation, then took her right through the four phases of problem solving. After doing this, I felt the potential client had more of a sense that I listened to her and understood her plight rather than feeling like that I was just out to sell my services.”
Michael R. Blaise, Esq.
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