In his
poem If, Rudyard Kipling shares examples
on how to relate to others and exhibit grace, class and
humility.People are comfortable with and instinctively
trust those individuals who they sense are much like
themselves.We’ve learned from our work in psychology,
that clients want and need to feel OK.When we come
across more OK than our clients, either
intentionally or unintentionally, we create a barrier to trust and
buying.
Look good, but not
too good.Talk wisely, but not too wisely.Always allow the prospect the chance to look and feel a little
superior to you.It helps their ego, allows you the
opportunity to build trust and gain entry into their world, their ideas,
their issues and buying motivations.
