For every sale you lose because you are too enthusiastic, you will lose 100 if you are not enthusiastic enough
# Entrepreneur of the Week Dima and Zinovich # Post 3
I remember a few years ago my wife would try to persuade me to go to some development workshop, for years we talked about it but I who was so confident in myself and the ego that of course worked so hard made me refuse every time again.
I remember she talked to me about a light-hearted workshop, not like what she did these one short few hours in one day, a workshop that could help me with my communication, and maybe even with business.
"I am? communication? "What can I do to help in my communication? Although I am Russian, but not so much",
Anyway somehow after much persuasion I agreed,
In the workshop we were divided into 4 groups, each group received a short questionnaire that we answered and according to the answers and score we changed groups and gave names to each group's communication style and showed us how when we try to talk and communicate each in his own communication style without trying to understand. Purpose.
In short, our communication styles are divided into 4 different styles, people who are looking for emotion (people who like to hear and receive deeper information, exciting personal), people who are looking for information and as much as possible, people who like details, numbers and give them as much as possible!
People who are looking for fun, enjoyment, laughs etc etc and the last style which is people who are looking for will come together, be concise and talk to the point, without going round and round otherwise it's a waste of both of you time.
A few weeks later, as one who was at the time meeting with clients at home in his office, I started playing with it about couples I met in my business,
I would sit in front of a couple, listen to them and in my head run what I had learned, throw them a sentence I knew was supposed to communicate in their style and see how they fall for the bait and from there I could pretty much sell them what I wanted.
In one of the zoom sessions we had with the guys who work for me at Holsling I started explaining to them what I needed them to do, we started analyzing conversations together, working on what they did well and what not and giving tips.
We saw how a customer who tells my phone about how much the property she wants to sell did her harm because he reminds me of her ex who burned it and then because of connections in the municipality also knocked her out of the option to get a repair permit,
And all in all by listening to what the other side has to say and a real, honest and personal connection, he could find such a common language with her that she said that out of some people who approached her, we would get our attention and be there for her and not just for the property.
By the way her sister called recently that she has some medical problems that resulted from all the stress that all the fuss with the ex etc put on her, and we offered to help her in whatever we could including more expensive medical care, because we really just connected to the person himself.
In general I went into Holsling himself because I came from a place I really liked to talk to people, the part of sales came to me quite easily because I knew how to read the person and listen.
In the end it does not matter what you say, it matters whether the customer believes you or not, and here it already depends on how real you are with him and yourself along the way.
* In the photo is a photo of me from a few years ago in Australia
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