Hidden Behavior Cues that Can Boost or Bust Credibility
In order to be successful in sales, or in life, it is important that you are able to connect with others. Qualities like empathy, sympathy, vulnerability, transparency, etc., are all useful in drawing connections with others, specifically when they are genuine because they make you human. They show your prospect that you are in fact a real person and that you are there to make their lives easier in some way.
This expert sales interview explores:
- Hidden behavior cues
- Refer to yourself instead of listing and bust
- Active listening vs. cognitively understanding
- Moving From Me to We – Succeed and Savor Life with Others
Hidden Behavior Cues
These cues can impact people sometimes in unconscious ways. In sales, it is vital to notice these sorts of cues so that you know the best path to connect with your prospect. When emotion rises, everyone reacts in a certain way physically. Whether it’s body language, change in tone, etc., it is important to be aware of these sometimes hidden cues. If you are trying to look more open and compassionate while connecting with your prospect, try lifting your eyebrows. This action is simple but can make a huge difference.
One of the biggest mistakes you can make is referring to yourself more than listening to the prospect’s needs or asking follow-up questions. If you aren’t listing or asking questions, it can come off as if you are talking at them, rather than sharing a common goal or interest. The goal of your conversation should be to find a common interest in what you are trying to sell them, or even just talk about so that you can share in the conversation together. Talking about yourself comes off as not being interested in the other person and will not spark the response that you are looking for.
Active Listening vs. Cognitively Understanding
There is a difference between listening to what someone is saying and being able to cognitively understand that to be able to carry on a conversation. In order to cognitively understand, you need to be able to see and feel the experience that the other person is talking about. When trying to cognitively understand, getting specifics is vital because it will really help you truly understand with examples so that you can better serve the conversation and help reach the same end goal.
Moving From Me to We
In Anderson’s book, you can discover over 300 concrete ways to become more likable, respected, and frequently quoted., plus related success stories and “what if” scenarios. See exactly how to pull people closer, attract smarter support sooner and productively collaborate. This popular public speaker has spent the past decade translating behavioral research into ways to accomplish greater things with others and savor your life.
To learn more about how to connect better with others, watch the entire expert sales interview. If you would like to read Anderson’s book, it is available on Amazon.
About our Host
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.