It amazes me that this even has to make the list. It’s as common sense as they come but it’s so rare. Often people approach someone and start going on and on about themselves or their product. Your prospect doesn’t give two hots about you or your product until they know you care. Ask questions…And remember the answers. You are not asking questions just for the sake of doing so. You are doing it to show genuine interest for the other side. Find out what they care about. Who they are. What topics touch their emotions.
Questions are the fastest way to make a connection with someone in conversation. Listen to their answers and bring up topics so they know you heard them. Find similarities between their answers and you or your product. If it’s the first meeting then maybe you hardly mention your product. I’ve been amazed how much people are willing to open up to me within minutes of meeting them just because they were dying to talk to someone. Be there to listen and they won’t forget it.
Be Original
No one wants to talk to someone who looks and sounds like every other person. A customer is no different. If everyone wears a suit, then throw out the tie or maybe add in a bow tie or perhaps turn the loudness of your shirt up a couple notches. Feel out what’s appropriate. Do the things in this article and I have a feeling you’ll be original.
This also goes for your product. We know that differentiation sells. But today most businesses have become commodities, which makes this all the more important. Present your product in a way that shines. Explain it’s benefit in a story that strikes an emotional chord with the buyer. If nothing else, the originality will stand out and they’ll remember you among a sea of gray suits.
Be Vulnerable
People want to spend time with a human, not a businessman or a product. We are so scared to cross over the line from business to personal that we hardly connect with the other side. Open up a bit. Show that you have some emotions. Tell an embarrassing story about yourself. Talk about your kids or your spouse. Don’t get carried away, but do let them in on a few mild secrets. It’s disarming and before you know it they will be sharing the same things with you. As soon as you’ve both shared some personal information, you’ve begun a deep connection. Who knows, maybe they’ve been waiting to share some tough experiences with someone who’d listen. Be a supportive pair of ears.
Suggested reading (pdf e-books):
David Deangelo - Leil Interview Special ReportKurre Ostrom - Massage And The Original Swedish Movements
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