As a business advisor, one of the most crucial skills is communicating effectively. In a recent video by Kendall Rawls, Director of Development with The Rawls Group, and Joe Girard, a sales coach with Change Grow Achieve, they emphasized the importance of understanding the values and motivations of clients in achieving desired outcomes.
When dealing with complex businesses, it is not enough to simply solve the presented problem. It is also necessary to understand what motivates the stakeholders involved. This requires taking a step back and considering what may be behind a statement or action. Doing so allows us to ask better questions and build trust, leading to more effective communication.
Each person comes to a conversation with their values, which drive their decision-making. To ensure effective communication, it is crucial to understand these values. This understanding helps us tailor our communication to better connect with the other person. However, it is optional to remember every detail about someone's values and motivations; a basic understanding is sufficient.
It is worth noting that a lack of alignment between the values and motivations of the parties involved can lead to conflict and misunderstandings. Therefore, understanding and aligning with a business's values is essential for building long-lasting relationships and achieving desired outcomes.
In conclusion, effective communication is about understanding the values and motivations of others. By doing so, we can build trust, ask better questions, and tailor our communication to better connect with clients. This understanding helps us achieve desired outcomes and build long-lasting relationships.
Categories: : SNAP Session
Take your practice to new heights through world-class training that will help your clients succeed and ultimately grow your own business.
16 HIDDEN BUSINESS OPPORTUNITIES
Multi-generational clients grow your business. Whether you are a lawyer, accountant, financial advisor, or consultant, we have a list of actionable strategies you can test today to motivate your clients to work with you long term.
12 QUESTIONS TO CREATE CLIENT OPPORTUNITIES
In this free resource of 12 powerful questions you can ask to identify client motivations and influence business owners to take action. You will have a better discussion with prospects & clients immediately.
20 YEAR
CASE STUDY
Want to get into the specifics of what it takes in succession planning? Gain insights into the inner-workings of a real long-term family business succession planning case study and a business engagement that was worth over $75,000 per year.
3 STRATEGIC PROJECT EXAMPLES
We outlined three of our best examples of projects you could learn from and potentially apply in your business. From objective to successful outcome, these family business examples help you build strategies.