As veterinary professionals, we understand the importance of compliance and are committed to achieving that goal with every customer. Unfortunately, that perspective is often the biggest barrier to achieving our goal. Approaching these conversations from our customer’s point of view, rather than our own, will yield greater results.
Source: Vet-Advantage, Livestock Edition, November, 2016.
Positioning is more than just personally relating to people; it is relating specific information to people at the appropriate time. It is a powerful skill because it creates mutual respect based on logic and emotion together.
INSIGHTS: Acknowledging your customer’s viewpoint is not necessarily agreeing with them. It is simply acknowledging their right to a different point of view at this point in the conversation. It is the first step in creating an opportunity to raise the conversation to other, more motivated points of view.