A client told me a story of a guy he liked, who had helped him in his career, but was self-oriented. He looked out for his own interests first.

He could never quite trust this man and always had to have his nonsense detector alert for trouble when dealing with him.

You don’t want people to view you as self-oriented, you want them to see you as other-oriented.

That’s why the Why Conversation works. It is the opposite of normal sales. It’s not Self-Oriented, it’s Client-Oriented.

Instead of “I’m so great, you should hire me”, it’s “What is your situation? Does this make sense for you?”

Is it any wonder that clients trust you more if you are looking out for their best interest?

Josh