How do I Navigate a Change of Direction?

Eric, obviously we face change of direction all the time, but sometimes these change in directions can go off in a rabbit hole. Should we get back on track or do we just go with them? What's our goal? Our goal is to build the highest level of trust. Trust is on their stage. On their stage, they have movies, they have scenes. When we're talking to somebody and they change a direction, that is where their scene has gone. We must discover on that change of direction. If we're picking it up properly, we're going to watch them dive deeper. Now, once we solve, once we get that change in direction solved for them on their stage, they're either going to go, "Anyway, I'm sorry I went off on a rabbit hole. Here, let's get back on track," but if it's that important to them and they want to go deeper, we have to stay with them.

Let me ask you this. We have an agenda. We have to stay on track. What's more important? What's at the top of our agenda? Above level three trust. There's nothing that you can do to demonstrate more to your clients that you get them, you're with them, we're doing it from their stage than if you completely divert from your agenda wherever they want to go and just stay there for as long as they want to.

 

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