By Mordechai Tanenbaum – CHYE
The way we initially approach and engage another person can make the difference between a successful encounter and an unsuccessful one. The fact is that very few people actually consider how they will approach someone they are about to engage—whether they intend to begin an important conversation to introduce a service opportunity, or merely to gather information for future use. In either case, most people wing it, and it shows.
One of my clients, a top sales executive with a leading IT advisory services company, recently showed me her game plan for an upcoming phone call with a high-potential prospect. Her aim was to begin a new and very profitable relationship. Several elements in her game plan were noteworthy:
A very clear statement of what a successful encounter would include
– 3-4 insights that really mattered to the prospect
– Specific language or phrases she wanted to use at various points during the conversation
– A script of her first 30 seconds
I was not surprised with the detailed level of readiness, nor was this the first time she was investing in preparing for a conversation. This is a core element of her communications that repeatedly produces successful outcomes as she initiates, maintains or even repairs relationships with potential and existing clients.
Is it worth the time and effort to be prepared at this level? Can’t I rely on my natural communication abilities to get me through the conversation? Well, yes and no. People who are pros at effective communication cannot imagine winging it; they would never consider leaving so much of an important conversation to chance. The combination of one’s energy, timing, phrasing, insights, customer-focus and listening rarely comes together in ways that produce a coordinated, effective interpersonal exchange, unless one has truly prepared.
Consider applying the following four steps to ensure you begin your next important interaction with the most potential:
Step One: Consider what a great outcome would include.
Step Two: Identify 2-3 insights that really matter to your contact, and think about how you might share them, and why.
Step Three: Consider how you will keep the discussion focused on the other person, and not on yourself! This helps ensure that you are in listening mode most of the time, as opposed to talking mode.
Step Four: Develop a script for your first 30 seconds, then practice the delivery at least three to four times for clarity and energy.
Mordechai Tanenbaum is a Houston-based organization advisory consultant specializing in must-win selling and business transformation.
Very important. Nice read.