One of the basic principles of persuasion and influence is that we tend to comply with people we like. Why? We trust people we like. You need trust to influence others. How does this apply to you?
The next time you meet someone new at a business function, a Chamber of Commerce meeting, or other business function, do something that gets you to be liked. What would that be? Stop talking about yourself and start to learn about the other person. What does that look like?
Here are things to ask:
- Tell me about your work.
- How do you do that?
- How did you get into this business?
- What challenges are you facing now?
- How is (you pick a topic) impacting your business?
It’s your job to guide the conversation. You’re not if you’re only talking about yourself. A good sales professional will learn more about the other person so they can find ways to contribute later. Are you doing this now? It’s not too late to start today. Best wishes for your sales success!
