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The speaker discusses their approach to client interactions, emphasizing the importance of building confidence without hard selling. They share experiences working with management consultants and receiving feedback on selling techniques. The speaker highlights the effectiveness of using analogies and examples to build credentials and communicate ideas. They conclude by expressing a preference for indirect selling methods that avoid aggressive tactics.

What approach does the speaker take when meeting clients?

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What feedback did the seasoned management consultants give to the speaker?

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Why does the speaker prefer using analogies and examples?

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What did the chairman of the speaker's next client notice about the speaker's style?

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How does the speaker feel about direct selling?

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