Connecting

I have noticed a real shift over the past decade in how we perceive what our customers want. Somehow connection became a technology instead of person to person communication. If we aren’t listening to each other, but instead relying on machines to guide us, are we missing the subtle clues that make us successful?

When I dealt with artists, making a connect was a fine point of discussion. I know everyone thinks their business is hard, but art truly is a luxury purchase, be glad if you sell something that has a need and an ROI.

I think there’s a lesson for us all. Artists have to make a strong personal connection. Buyers already have opinions and many options. These points may seem obvious but they worth review:

Ask questions but wait for the reply, really wait in silence. I don’t care if 10 minutes goes by … Wait. You are showing respect and an honest interest in their opinion. You are not trying to sell them what you think they need, but instead want to learn their desires.

Sure, you are busy, anxious, under quota, have other places to go. And if those thoughts are in your mind you are not trying to connect. When you do speak, hopefully it’s only if the buyer asks for your opinion, and you are calm, kind and sincere.

“well what do you think” is not a closing question. You should be working towards helping the buyer with a decision that is to their benefit.

Listen closely and absorb what is being said. Match the tone and pace of conversation as set by the buyer to give them comfort and a sense of control. The biggest irritant to potential buyers is dealing with a sales person who talks too much and doesn’t listen.

Let’s go back to thinking of connection as a human experience and make things fun again!