One Magical Conversational Intelligence Genie. — instead of 3 wishes, you get 3 levels of conversations.

The way of selling is changing rapidly. The time of fast talking is over.  Customers already have done their homework by viewing a lot of possible options on the internet. So they are more in the know and aware what they can get for which price.

This doesn’t mean they know everything. Therefor I would like to suggest you, to explore what they really know and what they want, before going over to your specific business solution. This is a step that sometimes is not taken into account.

You need to perform a “discovery session” with your customer to obtain clarity from the start. This is an essential element is the whole sales process. This requires you to ask high quality questions, questions for which you have no answers.  

Doing this will put you in the active listening modus. A modus which is not always easy for a sales person, whom is eager to demonstrate his enthusiasm for his products.

To realize this discovery you need to communicate in a level III or a modus of “Sharing and discovering”, please stay away during the discovery step from using a level I communication (telling) and a level II communication (demonstrating); It will kill slowly all your good efforts (Conversational Intelligence Judith Glaser). 

The level III conversation will install a stronger trust bond between the customer and you. You will notice this very rapidly by observing the changes in his/her verbal and non-verbal communication. As we all know “The quality of your communication equals the effectiveness of the response”. 

Why?

Once you communicate in a level III you will stimulate the prefrontal cortex, a part of the brain that will liberate the “oxytocin” hormone or the bonding hormone known by most of us.

From the moment customers start trusting you, you make it much safer for them to express their real thoughts, worries, needs, desires and interests.

If they are not clear about something make a “Deep Dive into their mind” using the “Double Click” method. Ask one question further to deepen your discovery journey. My personal advice “Become a sparkling child of the age of 6 that wants to know it all, because it is so interested”.

Do not stay on the surface when holding a conversation with your customers; connect at a deeper level to truly understand what he/she wants. So listen to connect. Explore more the 8/9 part of the ice mountain that is beneath the waterline. This will help your customer in the most professional manner.

In order to do more business with your customers, demonstrate a sincere human interest. 

“Treat each customer if it were your best friend and you will have work in overflow!!!”. 

 If you want to know more about Conversational Intelligent Selling, a special program written based upon Conversational Intelligence of Judith Glaser from the CreatingWe Institute of NY by TC3, send me a mail (alexander@tc3.be), I will help you with pleasure. 

The more we sell, the more we create jobs, so sell like…….. 

Have a good day and seize the opportunities.

“Never stop exploring new things, anytime & anywhere” 

Best regards,

Alexander Nijs