From Tour Request To Real Requirement
Use reflect, clarify, and summarize moves to uncover the real requirement behind a tour request.
Tour trap The client asks for 20,000 square feet near the airport, but the phrase may hide several different operational needs. If you skip discovery, you may optimize for geography while missing the real constraint. Active listening path Reflect -> Clarify -> Summarize Use the client's words first, then test what they mean, then lock the criteria before acting. Shortcut Send a tour list immediately. A search brief that points to the right buildings. Listen for the job the space must do, not only the words in the request. 01 Reflect 02 Clarify 03 Summarize Step 1 The COO says,…
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