This is Part 2 of the conversation between our president, David DeCelle, and Ivan Farber, author of Conversations: How to Manage Your Business Relationships One Conversation at a Time. 

In Part 1 of our podcast, Ivan talked about how to build rapport in a conversation and how to proactively monitor conversation engagement. In this Part 2, Ivan gives us a more concrete formula on how to bring out the specific needs of a prospective client.

In this episode, you will learn how to plan a conversation that will naturally guide prospective clients into discussing their true needs. Once you understand their needs, you’ll be able to show how your professional experience and services can help. 

Ivan breaks the process into five parts in what he calls the CLEAR method... Links and resources

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