Think about this statement for a moment: Sales reps who take over conversations poison their own well.
When you steal your customer’s voice, you lower their belief in you.
Narcissistic sales reps enjoy hearing themselves talk. Without fail, they find a way to circle back to their story, their product, their industry tenure and their support. They don’t intend to be rude, but they sure do get blinded by their sales light, their own dramas and sales crapola.
A Social Epidemic
We live in a different sales world today. We’re digitally driven, socially connected and mobile empowered. We can communicate and connect at lightning speed.
Many are fighting to be seen but how many are truly breaking free to be heard?
It’s unfortunate but many are suffering from Social Attention Disorder, commonly known as SAD.
It’s a rampant epidemic brought about by empty suits, facades and narcissistic digital behavior.
Some sure-fire signs:
- Self-absorbed & attention-seeking – love using the words “I” and “me”
- Lack of empathy – do they really care how you are?
- Lack of insight and self-awareness – fail to build deep relationships
Do you ever stop and wonder what someone on the other end is thinking?
“Stop trying to impress me. I can make up my own mind about whether I like you, trust you or even believe you. You don’t have to make up my mind for me.”
Genuine Conversations Matter
Is having a conversation a lost sales art? Furthermore, is having a business-focused conversation a lost sales art?
Conversations are the strongest sales tool that sales reps have in order to effectively build credible relationships between their clients, their prospects, their brand and their company.
When’s the last time you had a conversation with a client or a prospect and heard this…
“Wow, this was one of the best conversations I’ve ever had!”
The way you open conversations has a direct bearing on what happens next. The direction of those conversations, along with the strategy behind those conversations, all will have a direct bearing on one thing: a potential sales opportunity.
Conversations build relationships, and relationships build businesses.
What do your clients and prospects care about? They don’t care about your canned pitches and the all-about-you messaging. Stop pitching and puking canned crapola and start opening a human connection and conversation.
Authentically Listen
Authenticity is making a conscious choice based on accurate self-knowledge. This means stepping outside the shallow world in which many in sales live.
Authenticity and being human, it’s a choice. It’s not easy, but this is the difference between just getting by and making it happen. Self-reflect for a moment, asking yourself what it means to be a human when engaging in a business conversation? It’s hard work. It’s looking right into the mirror, asking tough questions and answering them. You’re in charge of your own sales career.
My question to all of you…what has happened to authenticity?
It’s not about you, nor your company, nor your wallet. It’s about deeply and genuinely understanding the other person.
When you engage in conversation, remember that the person you’re in front of maybe saying this to themselves:
- Do you see me?
- Do you hear me?
- Does what I say matter to you?
Final Word
Conversations are the most powerful tool you have at your disposal to foster relationships.
Having meaningful conversations is something that can be learned. With focus and practice, all those in sales can become better at it.
Let’s all unite to bring about care and compassion in how we connect.
It’s about bringing sincerity, substance and heart to the forefront.
Conversations matter when they come from the heart.
