Confident, Courteous and Curious

While conducting a phone interview for a sales position for one of my clients I asked what he believed was his greatest sales weakness. He stated that breaking the ice with someone new seemed to be awkward and difficult.

I believe this can be overcome with some coaching even though it might be uncomfortable in the beginning, especially if you are more introverted.

I teach that 40% of the sales process is building trust and rapport. Simply stated, if your prospect doesn’t like you or trust you, they probably will not want to do business with you. I want to leave you with three suggestions that I believe will serve you well in this area, be confident, courteous and curious.

Use good manners, be polite and do not say ask a stranger how they are doing? If they do not know you, it is doubtful they will want to divulge how they feel personally. Instead, thank them for their time and be nice. Here are a couple of examples:

Good morning Mr. Austin. It’s a pleasure to meet you.
or
Good afternoon Mrs. James. I really appreciate your time today. Thank you for agreeing to see me.

Next, you want to reduce the tension. The best way to accomplish this is to ask specific questions about them. These questions can be about a lot of things including curiosity about their business, occupation, family or leisure activities. My purpose is to build a bridge or make a connection. Maybe we both have children that play sports or we both like golf. If I am meeting them face to face I always look for clues in their office. Pictures, plaques and Degree Certificates help expose their interest and give you a starting point to break the ice.

Lastly, be confident in what you bring to the meeting. Look them in the eye, give a firm handshake and be prepared to provide compelling solutions to their needs. This will come with practice so do not hesitate to get started.

Have a great week!

Pierce

P.S. Dale Carnegie tip: Smile!