An interesting comment was recently added to our post entitled, “Professional Selling Skills Training: Consultative Selling to Morons”.
“When you know a subject backward and forward, it can be frustrating to explain it to someone who knows very little about it. Even so, I’d add a 3rd item to your list – Want to Help. Even if you feel that your prospective client is not that bright, he/she will definitely pick up on your attitude. If they feel that you perceive them as a ‘moron,’ you’re sunk. If they feel – ‘Hey, this person really wants to help me out here . . .’ then you have established trust and rapport that is invaluable toward making sure both organizations are the right fit.”