The nine barriers to gaining a commitment from a high value client
1. Is this person for real, are they authentic. Can I easily validate that
2. Are they telling the truth, can I trust them. How di I know they are telling the truth
3. Are they knowledgeable, confident. Are they trusted by other people who matter, do they have credibility, celebrity
4. Are they appropriate for me. Do I feel better in this persons company
5. Are they genuinely listening to me
6. Can they be relied upon? Will they sort it out?
7. Am I making the best choice
8. Am I paying a fair price for value
9. And the most important of all, is there a legitimate , good reason to pull the trigger now, without comparison shopping , (more) dur diligence, getting a second opinion
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The Nine Barriers to Securing a Commitment from a High-Value Client
When engaging with a high-value client, there are nine key concerns they will subconsciously or consciously evaluate before making a commitment. Understanding and addressing these barriers is crucial to building trust and securing their decision.
1. Authenticity – Is this person genuine? Do they present themselves consistently and transparently? Can their credentials and reputation be easily validated?
2. Trustworthiness – Are they telling the truth? How can I be certain of their integrity? Do their words align with verifiable facts, testimonials, and past actions?
3. Credibility & Authority – Do they possess the necessary expertise? Are they recognized as knowledgeable and confident in their field? Are they trusted by influential people or endorsed by credible sources?
4. Personal Fit – Do I feel comfortable in their presence? Do they create an environment that reassures and inspires confidence? Is this the right person for me?
5. Attentiveness – Are they truly listening to me? Do they understand my specific needs, concerns, and objectives, or are they simply going through a generic sales process?
6. Reliability & Accountability – Can I count on them to follow through? If challenges arise, will they take responsibility and resolve issues effectively?
7. Decision Confidence – Am I making the best possible choice? Will committing now lead to the best outcome, or should I explore other options?
8. Perceived Value & Fair Pricing – Am I paying a fair price relative to the value offered? Does the return justify the investment?
9. Urgency & Justification – Is there a compelling and legitimate reason to act now? What makes this the right time to commit, without the need for further comparison shopping, due diligence, or seeking a second opinion?
By proactively addressing these nine concerns, you remove the barriers that prevent commitment, positioning yourself as the clear and confident choice for your client
