Curiosity and risk-taking in your conversations is key to winning in 2021

We talked about this last year but believe that it's growing even more in importance now, because your conversations with your clients are mostly:

- Shorter

- Scheduled

- Task-based

- Remote

...than before. The personal connection before/during/after meetings is in danger of being lost, and that's key to your differentiation.

Showing C.U.R.I.O.U.S. behaviours in your conversations opens and keeps that connection, and leads to growth with both your clients and prospects.

In the book we give you the template, the S5 meeting structure, in which to lay out these behaviours in a way that makes your client and prospect conversations flow.

The CURIOSITY comes through you staying in the Situation Analysis for longer than you may currently do. Before you do that though, in this virtual world the importance of developing warmth is even more critical.

The RISK-TAKING comes by you actively listening to their answers, then when you think you have enough information, providing your own perspectives and/or opinions. In real-time, so there may be the chance that what you say proves to be wrong. That’s the risk, and it’s something that leads to you providing value in your conversations. And guess what? If you do that in your client conversations then they’ll be happy to speak to you, because they know they’ll get something for that expenditure of their time.