As a proud member of several different business associations and networks in Edmonton, I have enjoyed participating in many networking events throughout this great city. What I enjoy most about these events is being “social” with fellow members and guests.
While business often arises from meeting and connecting with great people it is never about the sale, it is always about the people and the social aspect. Whether it is face-to-face interaction or you are leveraging Social Media, it is all about people and engagement. Some people are exceptionally good at this and others struggle with this simple concept.
So how can you become more social in your sales process?
Make it about the other person: Ask great questions and learn more about the other person. Listening skills are key!!
Create dialogue vs. a script: Just let things happen naturally and avoid having a structured script in your back pocket. Start with open dialogue and things with flow the right way.
Slow it down and enjoy the moment: Some people talk way too fast and probe for information like a news reporter. Slow it down and don’t rush the next statement or question.
Are you the Bee or the Flower?: When you attend a large networking event, are you the Bee or the Flower? The Bee is buzzing around the room meeting people and the Flower tends to hang in one spot and lets other people approach them. In my experience, the split of people that are Bees or Flowers is about 50/50. Both can be effective, but it is important to know who you are and how best to leverage that approach.
“We’re losing social skills, the human interaction skills, how to read a person’s mood, to read their body language, how to be patient until the moment is right to make or press a point. Too much exclusive use of electronic information dehumanizes what is a very, very important part of community life and living together.” -Vincent Nichols