NEW GAME

Slide 2

Tag Archive | "connection"

Relationship Based Selling

Relationship Based Selling

Selling your product is all about getting out of the mind of the sales person and getting into the mind of the customer. It is changing seats, changing lenses and seeing the world from the perspective of the target customers. When people are thinking about anything in trade they are thinking WIIFM = what’s in it for me?

If you can communicate the benefits of your product in terms of what is important to your customer then you will greatly increase your chance of making the sale. There is an old adage that says people don’t care how much you know until they know you care – and that’s care enough to find out about their present circumstances.

Connection is first and foremost before any form of “selling” should take place. The sale happens as a result of the integrity of the process-the quality of the container in which you hold the interaction. By choosing to connect first and not to make the sale it removes the pressure and anxiety stimulated inside (which is then projected on to the potential customer) that arise out of the fear of rejection. And if were focusing on really listening and discovering the needs of the person in front of us there won’t be any reason to objection handle because the goal is to find the best fit. So objections are an opportunity to reopen the conversation for more discoveries.

By letting go of the outcome to make a sale you increase the chances of the sale. The mindset should be lets connect to see if I have something that will be of benefit to you…this approach removes rejection because how can you be rejected if there was no potential sale in the first place. These keys will create ease and openness and create the environment for a successful transaction if this is apparent.

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Conversation Bridges and Rifts

Conversation Bridges

Conversation bridges are opening statements that can increase connection

and constructive dialogue. Below is a list of statements that you may wish

to employ.

I am angry because I want . . .

I wish . . .

I have a strong desire for . . .

This is what things are about for me . . .

I need . . .

My thinking tells me . . .

I’m telling myself . . .

These statements really bring the focus back to you and seek to explain

things from your perspective. People are more inclined to lean towards and

become more open if they sense you are taking responsibility for what you

are feeling and needing or for your own interpretations.

Conversation Rifts

Conversation rifts are opening statements that decrease connection and

promote destructive dialogue. Below is a list of statements where any

sentence you complete them with will have little effect in getting you what

you want and so you will want to avoid.

The problem with you is . . .

You’re such a . . .

You never . . .

You always . . .

What’s wrong with you . . .

You don’t . . .

Why can’t you just . . .

You make me feel as though . . .

Instead of saying statements like these, use statements which begin with

the following:

The way I see it is . . .

I have a need for . . .

I love it when . . .

My perspective is . . .

Watch out for words like always and never. They are exaggerations of the

truth and will provide a distraction from the issue at hand if you use them.

People will often be more concerned with the times they aren’t like what

you’re suggesting and will want recognition for that. This makes them lose

sight of the heart of the matter. So it is better to be specific with ‘always’

and ‘never’.

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