| I was sitting at my desk last week when
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| | the phone to make a sales call, what are
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| my phone rang. I picked it up and said,
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| | you hoping will be the outcome?
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| "This is Ari with Unlock The Game." The
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| | Let me guess:
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| woman on the other end of the phone said,
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| | Get information
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| "Hi, my name is Julie Jackson, I'm with
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| | Find the decision maker
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| XYZ company and we are a...and we
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| | Schedule an appointment
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| offer...". As she continued to speak, I
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| | Make a sale
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| stopped her in mid-sentence and said,
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| | In other words, you want something even
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| "Hi, Julie."
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| | before the person you call says "Hello."
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| There was dead silence on the phone.
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| | It's time to throw out your "selling"
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| I could sense her struggling to react to
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| | language and unlock your natural
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| my spontaneous overture at making
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| | language.
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| personal, genuine contact. She was so
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| | Here's how:
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| locked into her presentation or script
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| | Be willing to challenge everything you
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| that she had no idea how to respond to
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| | have learned about selling up to this
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| me.
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| | point. If you aren't open to questioning
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| The idea of just conversing with me in
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| | conventional sales thinking, you'll never
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| her most natural way was a completely
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| | have a chance to experience selling in a
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| foreign concept.
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| | completely different way.
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| (She eventually took a deep breath and we
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| | Replace your goal-oriented agendas with
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| transitioned into a very pleasant
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| | trust-building agendas.
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| conversation about the possibility of us
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| | Learn to enjoy the processing of building
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| being a "fit".)
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| | a new relationship.
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| What has happened to us?
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| | Build a dialogue.
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| Can't we just strike up a conversation
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| | Avoid centering the conversation on you
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| with people we don't know and build a
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| | and your offerings.
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| relationship that way?
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| | Enter the conversation without
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| It's ironic that most of us take it for
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| | assumptions.
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| granted that spontaneous, natural
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| | Trade overconfidence for humility.
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| communication is the right way to relate
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| | Any signs of overconfidence when you
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| to our friends, spouses, relatives, and
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| | first make contact with a potential
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| others in our personal lives -- but, when
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| | client will only set off "sales alarms."
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| it comes to selling, our language
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| | Humility (not weakness) starts the
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| becomes, almost robotic.
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| | trust-building process.
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| Why the breakdown?
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| | Visualize the person you are speaking
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| Because when we make a sales call, we
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| | with as a potential friend rather than a
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| want something. The people we're talking
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| | potential client. This will help you to
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| with sense this immediately. They put up
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| | converse rather than "sell."
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| their guard. Our hidden agenda and their
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| | When you tap into your natural language
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| reaction immediately destroy the
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| | abilities, it triggers the person you're
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| trust-building process of communication.
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| | speaking with to tap into their own
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| We go into our personal relationships
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| | natural language as well.
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| wanting to simply know the other person.
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| | Like you, they will abandon their
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| But we go into sales situations with
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| | "business language" and begin
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| agendas and assumptions.
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| | communicating with you in their most
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| And because we've been conditioned that a
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| | natural way.
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| sale can happen only if we control the
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| | Natural language is the crucial secret to
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| process, we never even consider the
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| | transforming the outdated, ineffective
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| possibility that there can be total
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| | "buyer-seller" role into a trust-based
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| flexibility in how we communicate and
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| | relationship based on open, natural
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| build trust.
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| | communication.
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| Quick self-assessment: When you pick up
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