Speak in the Language of Their Thoughts and Feelings
One of the keys to becoming masterful at business building is speaking to your clients and prospects in the language of their thoughts and feelings, rather than your own. --Phil Glosserman
One of the keys to becoming masterful at business building is speaking to your clients and prospects in the language of their thoughts and feelings, rather than your own. When you do this you create a feeling of commonality and trust. Either consciously or unconsciously, the person on the other end of the conversation feels, "This guy really gets me and my situation," and they become much more receptive to your offer.
-Phil Glosserman in AdvisorMax discussion "How to Drive People to Do Business with You"
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