I often hear that ‘People buy from People’ or that people buy when they ‘Know, Like or Trust You’. So I’m always surprised when someone rings me up and tries to sell me something right off the bat. But, you know it’s not always their fault. They’ve been given a sales target that makes it really difficult to find the time to understand the person they are calling, calibrate whether they’re even interested in their product and come from a place of service.
Building connection really is a gift when it comes to sales, or in fact any kind of influencing. Not because it disarms and makes conversation easier, but because it also drives an authentic desire in the heart of the sales person to want to help their client achieve their goal, offering resources or products that will add value and meet the client’s needs.
But, Building a genuine connection doesn’t begin with market analysis, segmentation, competitive pricing or the commission plan. It begins with the psychology of the sales person and their understanding of how the world works.
If your initial focus is on getting a client and the potential reward to you or the business for achieving this, you are looking in the wrong place for success. You are focussing on an Outside-In perspective of how the world works. e.g. More clients/money/likes/friends = success/happiness/affirmation. The reality is that that equation never really works, because you also get stressed, overwhelmed, stuck or feel empty.
Understanding who you really are and that clients are a by-product of building a genuine connection based on an inside-out perspective of how life works, will enable you to be calmer, more creative, more likeable and someone who people trust and want to do business with. And, whilst a smart appearance, being on time, doing what you say you’ll do and having clean shoes makes it easier for people to connect, the reality is that none of that is as effective as coming from a place of inner-security and wellbeing that removes any trace of neediness, or urgency to close a sale, because those qualities draw people towards you and can open opportunities that may not have previously existed.