The roles of leader and follower are interchangeable and depend entirely on the situation at hand. In most successful practices, the person closest to an issue at hand regularly provides the leadership when it falls into their area of expertise. In other situations, that same person is the follower. Effectiveness at both disciplines is one of the keys to a practice’s overall productivity.
Source: EvanCarmichael.com July 2016.
Opening conversations with a well-stated decision goal establishes rapport, openness, and trust. Also, this lets your potential customers know they are the decision makers so they feel safer talking and revealing their true attitudes toward a plan.
INSIGHTS: Leaders understand that the key to their ability to influence others is respect. Respecting others as decision makers, respecting other points of view and ultimately respecting that sometimes the most appropriate response may be, “No.”