Client relationship

MDRT sales idea 20- Client relationship
Client is always thinking” what have you done for me lately?”

How do you create a win –win?

You listen
You decide what they are saying
You communicate acceptance

The key to listening is to accept what the other person has to say
- You do not have to like it
- You do not have to understand it
- You do not have to agree with it
- You do not have to know what to do about it

You just have to accept that, that is their point of view and they are entitled to it
You then communicate that you accept their need and that you care about them being able to get that need met

Show them you’ll work to solve their problem
People don’t buy our services, products or ideas. They buy how they imagine themselves owning it and how using it will make them feel

We should be thinking about what clients need us to do for them and how they feel after we’ve done it
See and serve clients looking at their world through the eyes of our business


Richaard Wong
Assistant Vice President