Take Them with You

When you have established a starting point that you agree on, you need to take them with you to the next logical step, explaining and listening very carefully to whether they understand and agree that this is the best choice. And you have to be willing to listen if they disagree. If you don’t listen to and answer their concerns as they come up, they will not be able to get past that point. You might rave on, but they will be thinking about that point that was not complete for them. At least, you have to agree to disagree or make that point a condition of agreement. You might say, “If we can get the customer to buy the new version, there is a new option that does this.”

Doing the Right Thing
and Achieving All Your Goals at the Same Time
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