“The first time I meet them I know nothing.”

“The first time I meet them I know nothing.” A sales friend of mine said this was the key to his success! And he was affectionately known as the guy you go to for help. I probed, of course, and he said that although many of his clients old and new have the same issues, “I always treat them with curiosity and openness as if they were the only one or the first one. I alert my whole self to them, to their pain, to their need to say it all to me. And I do alert myself he said or otherwise I’d be a generic visitor to their pain.” How do you approach that “first visit” (and perhaps subsequent ones as well)? When we put ourselves first as the receiver of what is top of mind for the KOL (or anyone), we are in a better position to provide what they really want from us.