How to Win Your Customers’ Hearts – by Reading Their Minds
Hi There!
You’re in the right place if you want to gain access to the video training How to Win Your Customers’ Hearts – by Reading Their Minds.
There are just 2 things you need to do and you’ll be inside in 1 minute:
1. Go here, scroll down and register using the order form. Make sure you keep the subscription box checked, so we can send you your password.
>>If you already registered, log in on the right hand side. Just over there –>
2. Check your email to click the confirmation link. As soon as you complete the payment, you’ll receive a second email with your username and password. Then come back to this page, and you’ll be able to see the training.
If you have any questions about the training, post them below and I’ll answer you ASAP.
Any difficulties? Bugs? Email me: dovgordon@gmail.com
Dov Gordon
- Dov Gordon
dovgordon@gmail.com
+972-2-992-0396
Thanks Dov.
The video of the seminar is very interesting and I like the focus on tools so these ideas can be put into action.
Hand on heart, I have been guilty of confusing the what and the how.
Thanks, Paul. We’ve all been guilty.
I appreciate the nice feedback you sent me privately.
Dov
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The discussions surrounding how to have the ‘real’ conversation, and not the apparant/surface ones — with your customers, as well as with your employees — is on target.
Ellen,
Thanks!
It’s a simple, but powerful skill – to be able to hear what they are REALLY saying between the lines, rather than the words they speak.
I’m glad you picked up on that.
Dov
And so…
Just this morning a friend and neighbor saw me. It turns out he’s had these videos open for a few days now and has been watching it in bits and pieces.
With genuine surprise in his voice he said “Dov, I’m really impressed! You really made some excellent points and share great case studies.”
I tried to ignore his surprise.
Slowly, slowly…
Dov
it is one of the most common reasons for success or failure. Sales is suffering from a “bully into” reputation because the so called sales people do not understand and/or have not experienced how to read their customers!
It is one of the most fascinating angles of business if you found the key how to read customers and their minds.
Hi Axel,
There’s a tendency to view sales as trying to “get” someone to buy from us. This perspective is “geographically” in the wrong place.
Think of it as a geographic map, no different from a map of London or New York City. But this map has Eating and Serving, as discussed in the video.
When we try to “get” someone to buy, we’re geographically located in Eating and our own self-absorption. The best salespeople have the patience, discipline and foresight to get up and walk over to Serving.
Thanks for your comment.
Dov
Dov, My favorite part of this video is when you shared how to see the underlying structure in every situation. I think that is a useful skill to master. Will you be covering more about that in your phone seminar?
Hi Tom,
Thank you.
Yes. Absolutely. It will be 100% about learning to see underlying structures.
For anyone who doesn’t know what you’re referring to: Tomorrow I’ll be hosting a free teleseminar called “The Critical 10% of Management Skills that Make You Look Brilliant 90% of the Time.” It’s chapter 4 in the “Simple Secrets of Gordian Knot Management” series.
I hope you’ll join us.
Dov
PS – For everyone: Information and registration for the teleseminar is here: http://dovgordon.net/am/critical-10-percent.php We’re doing it twice to accommodate different time zones.
I appreciate your use of distinctions with clear, practical examples of how to use them, and examples how they were able to untangle critical situations.
This was very instructive in the power of using questions to get at the core issues and underlying positions. You also demonstrated nicely how to use questions to spark interest and involvement in what you have to say. Your opening words are a good example of that.
I really liked the “Company A” vs “Company B” demonstration. Listening to Company A, it didn’t sound like an outrageously bad presentation; that’s just the way most people do business – they talk all about themselves and how good they are, and extrapolate out that they’ll be good for you. When you gave the Company B pitch, though, it was like, “Who switched the lights on?!” I had an “AHA!” moment there, and suddenly wished that everyone I did business with would come with that kind of attitude. (In fact, this stuff is equally applicable to personal relationships too!) It may be that you are looking to create a profitable relationship with the potential customer, but to create a really great relationship, you have to put yourself in the customer’s shoes, feel his pain, and show him that you really do know what *he* needs.
Brilliant contrast, there, Dov – you really made the point well!
And thank you Shmuel.
This is helping tremendously as I work on our advertising messages for the next few months. I have to keep pausing the videos to take notes.
Fantastic, wondeful clear approach- thank you Dov!
I appreciated the negotiation/orange analogy at the end and how to make a distinction between a persons position and interest. I think it ties well with asking a customer appropriate questions so that one will better understand their needs and that they will feel more comfortable that one is trying to support their endeavor.
Hi Guy,
Yes, that’s a great analogy. Wish I’d thought of it.
Looking forward to seeing you in the Oasis.
Dov