Want a practical tip to increase those client relationships (this helps personal relationships, too!) so you can make AND keep more sales?
👉🏻 take the focus off yourself in conversations and put the attention on your clients.
It’s human nature to wait for the moment in conversation to jump in and turn it back on ourselves with our stories, how we feel, and our advice. #beinghuman
There’s a reason for this: when you talk about yourself, you tap into the reward system of your brain and release dopamine, which makes you feel good, motivates you, and makes you want more of what caused the trigger in the first place.
Talking about yourself feels so damn good, studies show people will give up money in order to feel the benefits of talking about themselves.
In fact, talking about yourself triggers the same chemicals that thinking about food, money, and sex does. #truestory
This is fascinating AND so important to know as a business owner.
As entrepreneurs, this means, there’s massive power in starting conversations and allowing the other person to speak and share their thoughts. Not only is this nice and part of being a great listener, but it’s also smart business.
Bringing this back to sales, the magic in sales happens when someone feels heard and understood (and safe).
How can you incorporate this into your sales process? 👉🏻 Take the spotlight off yourself and shine it on your people.
The next time someone shares something with you on a sales call, instead of jumping in and rattling off a story, try saying “I hear you. Tell me more.”
Instead of jumping in with advice, try “That must have been hard. Tell me more about it.”
Allow your people to take center stage and listen. When you shift from ‘Let me tell you more” to “Tell me more” it allows your people to feel heard and you’ll also be able to hear them and deepen your understanding, which will allow you to show up and serve more powerfully.
This helps with those client relationships and as a bonus, it also helps with personal relationships. After all, how you do one thing, is how you do all things!
This might be the most important sales strategy you’ll ever need to know: talk less, listen more.
How can you harness the power of listening to connect more with your audience and customers?
Wishing you your version of success.