Comments on: How to Win Your Customers’ Hearts – by Reading Their Minds

By: Dov Gordon

Dov Gordon — Wed, 25 Jan 2012 20:55:51 +0000

Hi Guy,

Yes, that’s a great analogy. Wish I’d thought of it.

Looking forward to seeing you in the Oasis.

Dov

By: guysaban

guysaban — Wed, 25 Jan 2012 13:32:18 +0000

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.

By: Miriam Druyan

Miriam Druyan — Mon, 17 May 2010 11:19:35 +0000

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!

By: Dov Gordon

Dov Gordon — Thu, 13 May 2010 07:19:49 +0000

Thank you, Shaul.
And thank you Shmuel.

By: Shaul Behr

Shaul Behr — Sun, 09 May 2010 12:45:31 +0000

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!

By: Shmuel Bisk

Shmuel Bisk — Fri, 30 Apr 2010 06:34:47 +0000

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.

By: Dov Gordon

Dov Gordon — Wed, 28 Apr 2010 12:13:08 +0000

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.

By: Tom Volkar

Tom Volkar — Wed, 28 Apr 2010 12:07:29 +0000

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?

By: Dov Gordon

Dov Gordon — Wed, 28 Apr 2010 07:30:44 +0000

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

By: Axel Baumgarten

Axel Baumgarten — Tue, 27 Apr 2010 22:11:05 +0000

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.