March archive. Posted by Kathy Pace: This post is an excerpt from Window Fashion VISION Magazine. The link to Kathy’s full article is below.
A modern sales professional will make sure every client interaction includes the three C’s: Charisma, Connection and Confidence. They are what could be called transformation supplements. They boost sales and help you build a healthy business.
You’ll notice they are all feelings. Our clients feel it when a charismatic, passionate professional walks into their home. They feel if we care enough and take time to make a genuine connection with them. They feel our confidence—or lack thereof. These feelings stimulate the limbic/emotional part of the brain. The resulting gut feeling registers almost instantaneously; no thinking involved.
While it would be nice if we could also prescribe something to our clients that would make them more likely to buy, I’d say that’s probably not going to happen. But there is good news. The 3C’s purposefully foster positive feelings that lead to trust in a non-gimmicky way, without any feared unfavorable side effects.
Charisma is an individual’s ability to attract and influence other people. While it’s sometimes thought of as a mysterious quality that one either has or doesn’t have, some experts argue that the skills of charismatic people can be learned and cultivated. Vanessa Van Edwards, author of “Captivate: The Science of Succeeding with People,” provides several examples of charisma, not as a personality trait but as a skill that can be learned and honed. One of these skills is to be an active listener—make that person feel like they are the only person in the room or at least the most important. Simple gestures such as nodding your head, looking at them, trading smiles, sures and uh-huhs all demonstrate you are listening.
Connection, isn’t it what we all want in important human interactions? Do you know anyone who finds transaction after transaction very satisfying? Why do we settle for this in business, when, in the rest of our lives, we have deeper relationships with those who matter to us? Sales success depends on forming a friendly relationship with the client in front of you. Connecting with them IS the most important thing on your agenda. Connection leads to trust and trust leads to sales.
There’s science in connection too.