Outstanding salespeople all do one thing very well–they know how to effectively communicate. They are especially great at making small talk, meaning they know how to start and maintain conversations with new people. Making good small talk is a skill that can be learned and used by anyone who is eager to improve his or her sales!
People tend to buy from salespeople they know and like. That’s why ninety percent of sales result from existing relationships. Bonds are built between people based on information gathered during numerous conversations. Being able to make effective small talk begins the process of building those relationships.
Small Talk–a work in progress
I am asked frequently why I’m able to sell the way I do. I learned my craft from my father, who was a life-long salesman. However, I’ve learned some additional techniques along the way that have helped me be successful—such as learning how to make small talk. It didn’t come naturally, so I watched how others did it and learned from them. I now credit having the ability to make small talk for a huge part of my success, and I work at perfecting it all of the time through practice, practice, practice.
Confidence is key
Some people are very out-going, while others are somewhat shy and reserved. Those of us in the latter group tend to be less confident when it comes to handling rejection. One way to overcome shyness is by learning to ask questions that will cause others to talk, so you can sit back and listen to what they think about things. Here are some additional tips on ways to make effective small talk:
1. Ask Questions
When you meet people initially, you have a limited amount of time to connect with them. If you spend the time talking only about yourself, you will miss the opportunity to learn about them. Instead, ask them several questions, particularly trying to find out what interests them.
2. Listen Carefully
Knowing how to listen is an important skill to develop. People say many things while talking, but some of their comments are more important than others. By paying careful attention to what someone is saying, you can weed out unnecessary material and focus on the information that will help foster relationships.
3. Be Polite
People make frequent changes today in both their personal and professional lives. It’s best to avoid asking open-ended personal questions that might put someone in an awkward position. Instead, let someone volunteer that type of information at his or her own pace. The last thing you want to do is make them feel uncomfortable or under pressure.
4. Have a Few Meaningful Conversations
It’s better to have meaningful conversations with a few people than trite ones with many people. It’s better to spend more time with the people with whom you have shared interests and strengthen that bond. The best information you can glean from potential clients comes from conversations that last more than just a few minutes.
Different Personalities abound
Everyone is unique, so you will be more successful if you develop various talking and listening styles. Being able to adjust your own style to respond to the personality style of the person with whom you are visiting will help you move faster in the relationship building process. Here are some examples of personality types:
• The Big Talker
When someone talks all the time, most of what he says is useless information for the selling process. It requires you to listen very carefully to separate the meaningful comments from the extraneous statements.
• The Finisher
Finishers are nothing more than interrupters, because they always answer for you. When someone cuts you off in mid-sentence, politely agree with him or her, and then change the subject. Doing so will catch the finisher and off guard and you will regain control of the conversation.
• The Mumbler
Mumblers talk so softly that they are hard to understand. When talking to a mumbler, politely ask him to speak a little louder. Say you have a bit of congestion and are having trouble hearing. That way you won’t hurt their feelings and you’ll cause them to speak louder and clearer.
• The Zero
Some people are so withdrawn that they become paralyzed when someone tries to make small talk with them. When you run into this personality type, still make your usual pleasantries but gently excuse yourself and move on. Don’t waste time trying to make conversation with people who cannot reciprocate.
Great Opening Lines
To start conversations off on the right foot, it’s comforting to have some opening lines that build your confidence. Here are some suggestions:
• Bring up current events
If you read your local newspaper everyday, you have endless new topics to talk about with others. Perhaps your local sports team is doing well or there’s a hotly contested election in your area. When you ask people their opinions about these subjects, most are eager to give them to you.
• How’s the family?
Most people like to talk about their family members. A great way to start a conversation is by asking someone about her spouse or children. Family is important to most people and they will be flattered you asked about theirs.
• How’s business?
A great way to get someone talking is by asking about his or her business. If it has been good, they will tell you immediately. If they say it’s been bad, you might cut short the conversation because they are unlikely to be a desirable prospect.
There are hundreds of other things you can ask people that will begin a conversation. The best questions for you to ask are ones, which draw out the most favorable responses for you.
The Banter
Once someone is comfortable talking with you, it’s time to find out things that might cement a future business relationship between the two of you. Success is more likely if you get the person to first like you. He’ll be much more open to discussing business opportunities after that. At the initial meeting, keep business talk to a minimum and avoid the following common mistakes:
• I have the cheapest prices in town.
Never sell yourself short. Many people in the promotional products business have limited knowledge of the industry and only focus on price-based selling. Wait to discuss prices once you have developed a firm relationship with someone.
• I don’t like him or her
Refrain from talking poorly about others. Even if you don’t care for someone or something, keep your opinions to yourself when talking to people initially. Let others tell you what they think first.
• Don’t complain
Many people get attention by complaining about things. Don’t fall into this trap by telling others about your medical conditions or how rough things are going for you. Negative energy tends to turn off prospects, because most people prefer to visit with those with positive attitudes.
Successful salespeople build and strengthen relationships every day. They do so in order to grow and protect their client base. The best way for you to build your own business is by subscribing to the same policy. Using small talk to start and maintain conversations with people is the fastest way to grow a successful career in sales.
