by Stacey Hanke
The mistake most individuals make in building relationships is assuming that influence is a one-time event. We sprint through life, running from meeting to meeting, shooting off email after email and ending our days wondering, “What just happened?”
I refer to every conversation as The 3³ Approach. During every conversation you should ask yourself: “What do I need to do and say to influence this relationship three days, weeks, months and years from now?”
Think about every conversation having influence from a wider lens by asking these powerful questions:
- What perception do I leave with my listeners after every conversation?
- What questions can I ask my listeners to better understand where they are now with my topic compared to where I want them to be?
- How do my listeners prefer to communicate with me – face-to-face or a phone conversation, email or text? This question is critical to ask early in the relationship to honor your listeners’ time and to communicate through a medium that works best for them. You can’t take the relationship to the next level without frequent communication.
Continue reading Every Moment Matters – Taking Your Conversations to the Next Level
by Stacey Hanke
Your products and services practically sold themselves in the past. You and your company pride yourselves for having a solid reputation and strong relationships with your customers. Yet you’ve noticed that your customers don’t call you anymore when they have a problem your products and services could help them solve. Times have changed. As competition has increased, so have customers’ buying options.
Your natural response to this situation might be to:
* Over-sell, offering customers numerous options in the hopes that one will be the right fit;
* Take over control of sales conversations, creating customer frustration and confusion;
* Offer customers your solution, regardless of whether it addresses their pain points.
To gain more influence Monday to Monday™:
1. Stop talking and start listening. If you are not actively listening to your customers’ pain points, you risk offering the wrong solution, losing your customer’s trust and jeopardizing the relationship. Be patient and avoid the temptation to high-jack the conversation. An influential communicator understands the power of speaking less and listening more to discern what the customer really wants and needs.
2. Ask influential questions. Focus on asking open-ended questions that identify your customer’s pain points. Open-ended questions will give you more information about what is important to your customer and their objectives.
3. Adapt your message on the fly. Be flexible and willing to allow your customer’s responses to drive the direction of your message.
This week’s blog is an excerpt from Stacey Hanke’s book, Influence Redefined…Be the Leader You Were Meant to Be, Monday to Monday, which was released in early 2016.