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The Client-centred Blog

Are your clients emotionally engaged?

In my recent post ‘No pressure selling and influence part 2’ I touched upon the fact that humans are not driven by reason and logic – we are driven by emotion.

Our behaviour is driven by our feeling state. The decisions we make come from how we feel. And what we are all ultimately looking for is a feeling.

This is why taking an intellectual, data-driven and technical approach to giving advice creates a big problem because it completely loses sight of what clients are ultimately looking for.

In the video (4m 28s) I explain the core understanding that is behind engaging a client emotionally rather than just intellectually.

Click here to view.

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John Dashfield spent 14 years as a self-employed adviser. Since 2006 he has been a coach, mentor and author helping advisers create transformations in their business and personal lives.

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John Dashfield spent 14 years as a self-employed adviser. Since 2006 he has been a coach, mentor and author helping advisers create transformations in their business and personal lives.

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