THOUGHT
IT IS ALL ABOUT BRANDS, BUT BRAND IS PERCEPTION AND PERCEPTION IS MINDSET: IT’S YOUR CLIENT’S MIND THAT IT’S ABOUT – TUNE INTO AND CHANGE HIS MIND & YOU’LL CLOSE THE DEAL
COMMENT
HOW IS THAT DONE I.E. GETTING INTO YOUR CLIENT’S MIND? GET TO KNOW THE PERSON VIA A NON-CONFRONTATIONAL APPROACH & OUTSIDE OF HIS BUSINESS ENVIRONMENT & BE PATIENT AS THIS TAKES TIME, LONGER WITH SOME & QUICKER WITH OTHERS. A PRE-REQUISITE IS THAT THE INTERACTION MUST NOT BE ABOUT THE SALE, IT MUST BE ABOUT THE RELATIONSHIP & THAT MORE OFTEN THAN NOT STARTS WITH THE SOFT ISSUES, ISSUES THAT MAKE YOUR CLIENT ‘TICK’. WHILST ASCERTAINING THESE ISSUES, DISCUSSING THEM & GETTING TO KNOW YOUR CLIENT IN A NON-BUSINESS WAY, SUBTLY INGRATIATE YOUR BRAND, BEARING IN MIND THAT IN GOOD & SUCCESSFUL BUSINESS RELATIONSHIPS & ESPECIALLY WITH SMALLER ENTITIES, THERE IS OFTEN A FUSION OF PERSONAL & BUSINESS BRAND
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