It’s Not Always Your Job to Fix the Obvious

Sometimes the real problems lie below the surface, Paul Winans says. As this video shows, you need to listen to reveal your client's real emotional pains.

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In my work with remodeling contractors regarding sales I stress the need to listen to the problems of the potential client while not suggesting fixes, so the real emotional pains of the potential client can be discovered. Nothing illustrates how hard to embrace this concept can be than this video sent to me by Blaise McDonald of MAC Renovations in Vancouver, Canada. Enjoy!

About the Author

Paul Winans

Paul Winans, a veteran remodeler, who worked as a consultant to remodeling business owners, and a facilitator for Remodelers Advantage, is now enjoying retirement. Paul's book, "The Remodeling Life: A Journey from Laggard to Leader" is available on Amazon. Paul can be reached at plwinans@gmail.com

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