#038
The client said, “I just want to make money.” I stayed silent for two minutes, and then he revealed his true feelings.
甲方说“我就是要赚钱”，我沉默了两分钟，他说出了真心话。
一位酒店开发商，项目拖了半年。设计师抓不住重心，方案反复改，甲方自己也说不清想要什么。
他找我聊了一个小时。
我问他：“如果有一天你的酒店成功溢价了，你希望市场怎么评价它？”
他脱口而出：“我就是要赚钱。没了。”
然后他停住了。欲言又止，若有所思。
我没说话。沉默了两分钟。
那两分钟很长。
然后他说：“……还有的。”
我问：“是什么？”
他说出了那句话 - 关于传承、关于他想留给这座城市的东西，关于他的使命。那是他第一次对任何人说。
那天之后，设计师终于有了清晰的方向。方案一稿通过，项目顺利落地。
原来甲方不是“说不清”。是没人愿意在他脱口而出“赚钱”之后，还等他两分钟。
如果你也在等一个‘说不清’的甲方 ，与我联系。一起找到问题的根。你的时间与精力，应该花在高回报的目标上。
(案例已脱敏，经本人同意分享)
徐敏聪
成果教练 ｜为赢而练
我帮创始人及CEO先赢，再长。
A hotel developer had been stuck on a project for six months. The designers couldn’t grasp the core direction, and the proposal kept being revised. Even the client himself couldn’t clearly articulate what he wanted.
He came to talk with me for an hour.
I asked him: “If one day your hotel becomes highly profitable, how do you hope the market will describe it?”
He replied without hesitation: “I just want to make money. That’s it.”
Then he paused. He seemed to have more to say but held back.
I remained silent for two full minutes.
Those two minutes felt very long.
Finally, he continued: “…There’s more.”
I asked: “What is it?”
He then shared what truly mattered to him - his desire for legacy, what he wanted to leave behind for the city, and his deeper mission. It was the first time he had ever said these words to anyone.
After that conversation, the designers finally had a clear direction. The proposal was approved in one round, and the project moved forward smoothly.
It turned out the client wasn’t “unable to explain himself.” He just needed someone willing to wait two minutes after he said, “I just want to make money.”
If you’re also dealing with a client who seems “unable to explain what they want,” feel free to reach out. Let’s uncover the real issue together. Your time and energy deserve to be spent on high-return goals.
(Case desensitized and shared with the client’s consent)
David Tsui
Result Coach | Coached To WIN
Helping founders and CEOs WIN, then GROW
