The essential issue for business and career is how to communicate to influence. We desire decisions in our favor, but how do we go about making them happen? The missing element is listening for the unspoken thought. Listening includes using all of your senses to hear, see, feel, and intuitively contemplate which actions to take next.
In our quiet time, sales excellence requires almost a meditative state for analyzing the worst and best actions for moving forward. What we dissect from all interactions shows the way on how to communicate to influence.
Two steps will have you and your brand stand out, and put you in the direction of greater success:
- Welcome Negativity
Those motivated to succeed willingly accept the negative commentary. Right or wrong, the negativity points to where our focus is to be laser-sharp. Only then can we implement better decisions.
2. Eliminate All Assumptions
Request a get-to-know-one-another style of conversation. We can then factually analyze what we don’t know and aren’t hearing to ask the right questions.
“Questions are the key to improving listening.”
Leadership is an essential piece of sales. CatCat is featuring my training track https://bit.ly/2K22cnP among others related to listening, sales, and leadership. My educational part is, ‘How to Re-establish Credibility and Trust with Your Customers.’ Moreover, the training is free.
Uncover the Golden Opportunities
Pay strict attention to what you do not hear. In your opinion, what are others not communicating? Once you answer this question, give thought to the following:
- Can you build a stronger brand using what is not currently popular?
- Will you become the go-to person in your field by stepping beyond the usual?
- Are you willing to take a chance on the recurring thought?
How Do You React to Hearing:
‘If It Were Possible Everyone Would Be Doing It!’?
There is faulty thinking in the sentiment above.Not so long ago, people scoffed at the idea of a driverless car. Now the industries of robotics
and artificial intelligence are official. The better sentiment is,
“If you want it badly enough,
you will make it happen.”
“Be brave enough to step ahead of the crowd.”
When it comes to losing out on a job candidacy or a sale, recognize how to change. The goal is to communicate with influence in the future. You will never know the answer for the rejection unless you ask, ‘Why?’
Listen First – Then Speak to Influence
Routinely examine what is missing from your repertoire. The goal is to eliminate the old and replace with a commitment to continued learning. Last, share via story-telling, what you learned from the experience to help others in their journey.
Influence stems from asking others if they will consider a new idea. For example, most often, people look surprised, but they return the question by asking what I have in mind.
Now the opportunity is mine to discuss the idea in more detail. In the process, prospective clients will admit what is troubling them. As budding friends, we then advance to the need to fix the situation. Accordingly, the relationship and trust begin to build.
“Trust builds the sale including a returning and referring clientele.”
I refer to my approach as an informal negotiation. The more relaxed atmosphere reduces the need to lower fees or throw bonuses into the mix. Instead, we naturally agree.
Write as if you are on a mission to help your audience succeed. Personalize your writing both from the other person’s perspective and yours. Ask questions, provide suggestions, and write in the first person. Last, share the significant lessons you learned to get to where you are today.
Providing what a niche audience wants and desires will encourage offers you do not expect
Once your audience recognizes that you provide high-value material, highly credible sources will ask if they may republish your content. They may also invite you for an interview. With the invitations arriving, recognize that you know how to communicate to influence!
Plan Your Influence
Consult with trusted others regularly to gain new ideas for improvement. Self educate and take classes on the topics that interest you in addition to what will help you advance. The more you are willing to learn in multiple ways and share the best, the more people will see the value you have to offer. Remember to always ask prospects and clients about their journey.
Reciprocity reigns! As clients see you willing to learn about them, the more likely they will purchase from you. Continue to listen, deliver value, and ultimately influence, to further encourage a returning and referring clientele.
By Elinor Stutz