You may have never heard of Dr. Robert Cialdini until now, but today, as we kick off a new year, I want you to hear some of the principles he offers for salespeople who need more charisma. Many salespeople are charismatic. You meet them, you like them, and even when they don’t have the best product or the best pricing, you still buy from them.
They smile a lot and chat a lot. Most people think they were born that way, since they have an uncanny natural ability to sell almost anything, including their ideas.
Believe it or not, the good doctor says that the rest of us can learn the necessary skills so that we can grow up to be like them.
In his book, he provides 15 people-pleasing skills we can all learn to become more charismatic in order to get more out of our business relationships. After reading these, I thought it would be beneficial to share them with you as we try to “increase the green in 2016!”
People tend to do business with people they like. So, behave in a way that makes you likable. Dale Carnegie noted people like to talk about themselves. Whenever possible, direct the conversation away from yourself and toward the person whom you want to endear.
People want to associate with people they respect and admire. It’s difficult to get respect when you act or speak rudely. Be polite and patient. Avoid being crude, rude, gruff, or impatient, and of course, be kind to waiters/waitresses.
People feel comfortable doing business with people who keep their word. That means when you make a promise, do exactly what you promised. Do it by the deadline you promised – or sooner.
People trust others who are open and honest, especially about their own shortcomings. Resist the urge to be more than you are. Speak confidently about what you know. Be prompt in saying, “I don’t know,” when you don’t.
People buy from – and invest money in – people who have their best interests at heart. Don’t try to make everyone your customer or client. When you can’t help someone, say so. When you can, explain how – in terms of their benefits, not yours.
People want to take advice from experts, not amateurs or pretenders. You can’t be an expert in everything. Narrow your profession down to what you know. As your expertise grows, you can grow your field of business. But don’t pretend to be able to do something well.
———————–Happy New Year——————————–
If your enterprise has multiple locations, why not pick 4-8 of them to combine for a pilot of Doug’s weekly 30 minute online video chat sales training/coaching sessions. It just might be the missing piece to your organization, and just what you need to kick off 2016 with some zip. Take a look at a 5 minute slice of an actual session HERE.
People feel comfortable entrusting their money to people who are honest, ethical, and aboveboard. So, don’t lie about your products and/or services… and especially not about your fees and commissions.
People can be bullied, but they’ll resent it – even if they’re bullied into doing something good for themselves. Use persuasion, not power, to get people to do what’s best for them.
People are drawn to others who are physically attractive (or not physically repulsive, at least). So, eat right. Exercise. Stay fit. Dress well. Be well-groomed. And pay attention to your personal hygiene.
People feel better with people who seem to be “real.” The best way to show you’re a regular person is to be cordial, friendly, and to avoid pretensions of every sort. Don’t pretend to be interested in baseball if you’re not. Don’t talk about Broadway and ballet when the other person is a baseball fan.
People respond to people who listen and pay attention to what they’re saying. Remember the old cliché: You have two ears and one mouth because you should listen twice as much as you talk.
People feel comfortable with people who are like them in some ways. You don’t have to be much like them, just a little. The trick here is to identify one thing you have in common with the other person. It could be golf, kids, pets, or anything else. Then, use that as an anchor to create a connection between you.
People are attracted to accomplished people… and even more so when accomplished people are humble. When you talk about your accomplishments, do so in a way that lets others know you don’t think you’re all that special. You should do that for another reason, too: you’re not.
People are impressed by people who are productive. That’s why you should never attempt to get business by telling a prospective customer things are slow and you need the work.
People can be fooled sometimes, but not every time. And not forever. Therefore, in practicing the skills listed above, practice them sincerely.
Congratulate yourself for the people-pleasing skills from Dr. Cialdini’s list that you already have, and commit to continue practicing them. For the ones you still need to develop, just remember that you can’t do it overnight, but you can acquire them over time.
©2016 Robinson Training Solutions, LLC