Communication is Everything…No, Really, It Is…
Communication is everything in our business…well, in any business really. If you’re successful in communicating, you’ll be successful in closing, it’s as simple as that.
Most of time, it’s best to keep things nice and simple…I’m sure you’ve heard of the acronym K.I.S.S! (Keep It Simple Stupid). Sometimes, it’s not even what you say…check out this excerpt from an article by Zig Ziglar;
“Sometimes we communicate without saying even one word. When Benjamin Franklin lived in Philadelphia, he recognized the need for street lights, but things were different in those days and city governments did not have budgets to light streets. Franklin took action and erected a beautiful post in front of his home with a lantern on top. At dusk he lit the lantern but said nothing to anyone about it. After three or four nights, a neighbor followed suit, then another. Soon the whole street was lighted and it spread across town. Franklin’s example sent a simple but effective message and demonstrated again that example is the best teacher.”
What are my favourite and most effective tips for successful communication?
Tip #1 . Be a good listener…think about it, do you really pay attention when your prospects are speaking? Sometimes (especially if you’re a talker lol!) it can be hard not to start rambling on, rather than listening to what the other person has to say. You need to be able to ‘mirror’ your prospect…so, if they are a slow talker, you shouldn’t be speaking at the speed of lightning!
Tip #2. Know how to handle resistance. If someone is a little stand-offish or defensive, don’t give up. Again, they’re really trying to tell you something behind all of that, it’s your job to figure out what, so you can work around it, or even better, help them resolve it eventually. A little resistance can be a good thing, think of it as practice!
Tip #3. Be Friendly. Well, that’s an obvious one, but not everyone is. If people don’t like you to start off with, then you’ve already got a huge barrier up before you’ve started. So, be approachable and friendly and you’ll find things run a lot smoother. As Proverbs 18:24 says, “A man that hath friends must show himself friendly.”
Tip #4. Don’t take it personal. Try and detach yourself from outcomes in your business. If something doesn’t work out, just get up, dust yourself off and carry on going. If someone does something or says something, don’t take it personal, try and shrug it off. Sounds easier than it is but have your mind in that place and it will soon become habit.
“The art of communication is the language of leadership.”Click to Tweet
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