LANGUAGE
The language of client engagement has always been evolutionary. Today’s language for engaging with clients and potential clients is SO different.
Today's language for people businesses is just a non-invasive conversation between two people. Easy to say....harder to do.
Learning how to have a non-invasive conversation with another human being about advice, product or service is the key for every people person in every people business, particularly in financial services related fields.
It is also the key outcome in The Knack learning programs.
If you have come to this page without reading "A Simple Truth" please stop, read A Simple Truth then come back.
The Knack client and potential client engagement language of the 21st century is not about "telling", nor is it about "selling". Interestingly there is only one letter different in the words telling and selling!
The Knack language generates its own momentum once an individual understands their intentions, understands their true role with people, and adopts the mindset of A Simple Truth.
Prospect, build rapport, find the hot buttons, overcome objections, close the sale and ask for referrals are all client engagement concepts from the latter part of the 20th Century.
The transition to the 21st century version is easy.
We just need to understand what is underneath the words.
Throughout this website, you will only see the word "prospect"
in this section.
Why?
Words have connotations and are often ambiguous.
What is a prospector? Someone who digs for gold?
Does that mean a “prospect” is a piece of gold?
The Knack 21st Century version for “prospect” is
“potential client”.
"Build rapport" – what is that really all about?
It’s about developing trust with your client or potential client.
Hence The Knack 21st Century version is "I allow trust to develop by the clarity of my example".
