一位软装公司的老板跟我说：“疫情生意下滑，公司刚裁了人，怎么办？”

我没有给她答案。

我们对话了一个小时。

我问了她一个问题：“如果下次跟甲方开会，你从原来80%的时间在说话，变成只听20%、让甲方说80%，会发生什么？”

她愣了一下，说：“……我没有想过。”

第二天她打电话给我，声音是兴奋的：

“那个100万的项目，拿下来了！”

我问她做了什么。她说：“我今天基本没怎么介绍产品。我就问他们想要什么，然后听他们说。他们说完，就说‘就你了’。”

原来甲方不是不需要她。是需要有人，愿意先听他们说完。

如果你也在生意难做的时候，只想拼命说服客户。

私信我‘听听’。我先回你一个问题。

（案例已脱敏，经本人同意分享）

 

徐敏聪 | 商业教练｜卡点定位

帮你看清：卡住业务的那个根

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A soft furnishing company owner told me, "Business has been down since the pandemic. I just had to let people go. What should I do?"

I didn't give her the answer.

We talked for an hour.

I asked her one question: "Next time you meet with a client, what if you went from talking 80% of the time to just listening 20% and letting the client talk 80%? What do you think would happen?"

She paused. "…I've never thought about that."

The next day, she called me, her voice excited:

"I got the one-million-dollar project!"

I asked her what she did. She said, "Today I barely introduced our products at all. I just asked them what they wanted, and then I listened. When they finished, they just said, 'It's you.'"

Turns out the client didn't need her. They just needed someone willing to hear them out first.

If you're also struggling with tough times and just want to push harder to convince your clients…

Message me the word "Listen." I'll ask you one question first.

(Case study anonymized and shared with consent)

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David Tsui | Business Coach | Challenge Positioning  
Helping you see the root that holds your business back