Great Connections, Improving Your Sales Success – Part 4

We all wish to win new clients – isn’t that the way it has always been? But how, other than natural gifts? What are the learned techniques? What are the lessons we can learn from others? As gradually the world opens up and moves onto the new normal. Read on to discover some timeless principles.

Setting – That First time meeting

In approaching someone you do not know, remember, you have something in common or you both would not be there. Discover what you have in common and build on that. Maybe you make a comment to the person something you have in common (if you know what it is). Or, if you can see what that person has their attention on, comment about that subject. In other words, put your attention on it, too. Build on that common interest. It helps if you become conversationally capable in topics that have nothing to do with business.

In meeting someone for the first time be patient, low-key, and laid back. Have a good time. You may not even talk business — particularly at a social event. Get interested in other people and make them feel comfortable. If something helpful to your business develops, wonderful! But do not approach the meeting from a purely selfish viewpoint. You will be in practice for years and years; you do not have to sell to everyone you meet, and you certainly do not have to sell to them the first time you meet them.

Predatory, avaricious, greedy people come across that way. You have most probably met people who must make their contact quota; they are only interested in people who can help them. They concentrate on themselves rather than on other people. Pushy, hard-selling people actually hurt themselves when selling professional relationships. Clients want their accountant to be the kind of person with whom they want to interact many times over a period of years.

One of the best ways to establish rapport with a new acquaintance is to listen to them. Few people do that. The more someone talks to you the better he or she likes you and the closer rapport they feel with you.

Key Caution: While most people realise it is bad manners to monopolise a conversation (please ensure that this is not you); it is equally bad manners to stand there silently and not talk enough.

Seek to hold up your end and keep the conversation going. Small talk will reveal areas of mutual interest. Nevertheless, most of us talk too much, so try to talk a little less and listen a little more but keep the conversation in balance.

Practical Tip: It is easier to carry on a conversation with two or three other people than with just one. However, when a third or fourth person is present, you have less control over the direction and content of the conversation.

GOOD LISTENING IS MORE THAN JUST STAYING AWAKE

Small talk should make people comfortable — not impress, preach, or teach. It resembles a game of catch; the object is to throw the conversation back and forth without dropping it.

Sincere interest in other people is the most important part of good conversation. If you think listening is “waiting for your turn,” you lose. If you think the object of a conversation is to play “Can you top this,” you lose, too. If you just manipulate others to get information, they will know it.

Many things cause poor listening:

Distractions caused by the other person’s appearance or mannerisms, particularly if unpleasant to you
Distractions caused by external factors such as noise, light, movement, or a room which is too cold or too hot
A person who speaks excessively, loudly, softly, or unclearly
Letting other subjects cross your mind
Becoming angry or upset because you disagree with the other person’s views
Becoming disinterested because you have heard it all before
Thinking of your next question or comment.

You can improve your listening skills if you:

Look at the prospect
Sit or stand up straight and remain alert
Let people complete their thoughts
Give nonverbal feedback by nodding or smiling when appropriate.

But for you to listen, they must, of course, talk. How to you get them to talk?

“Give information to get information.” If you want to ask someone’s name, give your name first. If you want to ask how long they have been a member of the club, tell them first how long you have been a member. When you ask questions, you do not want to come across like a police interrogator.

On the other hand, try to ask questions that encourage them to give long answers. That said, a few techniques can keep the conversation going. Closed questions can be answered with one or two words. They do not encourage the prospect to keep talking.

Examples: