Sales Training : Be Interested THEN be Interested #2

This is a follow up and taking a different slant from our previous blog …

Be Interested then be Interesting #1

When meeting new people, many people put themselves under pressure to talk.
Their head is filled with fears like “What should I talk about? What shall I say? ”
They enter these initial encounters with themselves at the centre of their mind!
They forget about the other person because they’re too busy thinking of what to say!
They’re not really listening at all..
A conversation with them is merely taking it in turns to talk.

Don’t rack your brains thinking of things to say. Think questions and listen well.
That way you invite the other person to do most of the talking.

We suggest that when you go into a situation where you are meeting someone for the first time, go into that encounter with only one thing on your mind – THEM.
Treat that person like they are the most important person in the world.
Why? Because to that person they are the most important person.

To build rapport you need to find common ground. Yes?
How do you find common ground? You need to discover it.
How do you discover it? Be curious and ask questions about the other person.
You know the possible common ground from your side.
Your challenge is to get the other person talking so that you can discover Their common ground with you.

Let’s get them talking.  What do other people like to talk to about?

1. Themselves
Get them to talk about their favourite subject with questions like

  • “What are YOU up to these days?”
  • ” What’s the job you do for Oracle? and What does that entail?”
  • “What are the top 3 things you do for your business?”
  • “Tell me about yourself “
  • Alternatively you may want to say ” Go on then , give me the two minute elevator pitch on you” .
    • That avoids you standing there for 30 minutes listening to a complete life history
  • * “I hear YOU have been doing this…Is that correct? “

2. Opinions:

Ask questions like

  • “What do you think of the traffic getting here tonight?”
  • “What is your opinion on the Tube strike?”
  • “What do you think of that TV programme last night?”
  • “Does your business have issues with this?”
  • “Lots of our clients are saying they have issues with this. Is that something you’ve dealt with?”

3. People :

Ask questions like

  • “Would you vote for them if they asked you to?”
  • “Do you know anyone who can help me with this isssue?”
  • “I really like John’s sense of humour. Do you?”

4. Things:

Ask questions like

  • “I love YOUR car, how old is it?”
  • “Are you APPLE or Microsoft?”
  • “iphone or Android”

When they ask about you and then it is your turn.
When you do talk however, link it into what the other person has already said and you’ll be on common ground.
They’ll have a great conversation with you.

Try this and let us know how you get on
and Do read the other blog too Be Interested then be Interesting #1

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