In the hustle and bustle of life how important is it for you to feel you are being heard? How does communication impact your perception as a consumer? How do your personal expectations influence the way you interact with others? During the first part of the course, the speaker will define the terms selective perception, objective perception and consultative sales and explore causes of the gap between consumer expectations and the experience delivered. The speaker will then discuss methods to build personal connections, how to identify customer cues and the impact consultative sales can have on practice metrics. The speaker will also emphasize the importance of tailoring the value proposition to the consumer.