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March 2006 |
Increasing Your Close Ratio |
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Welcome to the Conscious Communication Chronicle, sharing how Conscious Communication results in success, and how you can achieve yours. Enjoy!
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Conscious Communication: bringing communication up from "auto-pilot" and reactive, to thoughtful, responsive, and above all, intentional.
How often have you heard that sales is a “numbers game?” We’re told that we have to go through gobs of prospects to find the ones we can sell to.
Our experience often supports this belief. It seems that there are certain people who we “get” and vice versa. We can sell to them as easily as we can sell to ourselves, because we get excited about the same things, and our attention seems to be focused on the same issues or beliefs.
Unfortunately, this dynamic locks us into working with a much smaller proportion of possible prospects. We get forced into that numbers game, looking for the 10-15% of the crowd who we can sell to.
What about all the others? Is it true that 85-90% of the crowd aren’t prospects because you don’t understand what makes them tick? What if you did? Wouldn’t that vastly improve your close ratio? So how do you figure them out?
People give us verbal cues telling a great deal about themselves, if we’re paying attention. Once we hear these cues, we can use that information to help us build rapport, and improve understanding.
In my seminars and workshops we cover quite a few of these cues, as well as what to do with that information. Here are a couple tools you can use right now to help you connect with more different types of people more easily. After all, isn’t increasing your close ratio better than slogging through the numbers?
Tempo – Moving At the Speed of Talking
The speed or tempo in which we speak offers useful information about our inner workings. You’ve probably noticed how someone with a different tempo from you can make a dramatic difference in your rapport with them. It’s rare for a fast person to have the patience to listen to a slower person, without trying to hurry them along. It’s just as likely that a slow-tempo person will hear a fast-tempo person as being inauthentic and “sales-y.” Beyond the reaction is useful information.
Fast-tempo people tend to be more visual and more “Big-Picture” oriented. You can tailor your approach accordingly. Slower tempos usually indicate more interest in details, skepticism, and more auditory or kinesthetic leanings.
There is one type (an exception) who works like the slow-tempo inside, but has a fast-tempo outside, so we still need to check in and make sure before moving forward with them. They usually show themselves through doubting, testing, being contrary, and watching your reactions. Sound familiar? Pay attention, and you’ll know them when you encounter them.
Phrasing – Brain, Gut, and Heart-speak
Listen to the actual words people choose when they speak. Do they start with “I think, I know, or I feel?” We all mix it up a little, but still lean toward using of one of these over the others. This suggests a person’s general typology, which means you actually have important information about them.
For example, when a person uses “I feel” more than the other phrases, it’s likely that they’re in what’s called the Heart Triad, which means that they are more likely motivated by aspiring toward an ideal and their social standing, than avoiding pain.
Likewise, “I know” indicates an intuitive type, also aspiring toward an ideal, but without the concern for social fit.
When they use “I think” more often, it’s likely that they’re more motivated to avoid pain, fear or anxiety. You need to appeal to that to make a connection.
Your approach has to be quite different for these different types of people, which is exactly how it works:
By listening carefully to people, you can hear between the lines, and get an idea of what makes them tick. This gives you a competitive edge on developing rapport and relationship, which is of course what drives your business.
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Author: Kick Start Your Dream Business
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We all face obstacles in our lives and careers. Some of these -Margaret Heffernan – Author: The Naked Truth: A Working Woman's Manifesto on Business and What Really Matters Syndicated Columnist: Fast Company Magazine
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