Saleshq.com provides a simple list of suggestions for building rapport and connecting with others at networking events. I’m not certain the list is all that remarkable, but I was struck by a couple of tips: 5. Show interest in your conversational partner by actively listening and giving verbal feedback. Maintain eye contact. Never glance around the room while they are talking to you. 6. Listen more than you talk. Clearly you have to talk to build rapport, but the actual bonding occurs when your mouth is closed. I especially enjoyed the suggestion to “never” look around the room when someone is speaking to you. I have a friend who does… Read More
Continue ReadingWhat All Top Salespeople Possess
The ability to ask the right question. From Colleen Francis’ blog: Over 20 years ago, Neil Rackham concluded a 12- year study analyzing some 35,000 sales calls conducted by 22 companies in 23 countries. The objective of the study was to determine the precise behaviors of successful sales people. What did he find? That mediocre sales people make statements. The best ask questions. That is absolutely true and we see it in spades on a daily basis. Have you ever noticed how people assume someone who is talkative is often told they should go into sales? I think this conventional wisdom is the reason why there are so many overbearing… Read More
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