Today, we’re talking about small talk. Hey, it’s Tom Jackobs, TomJackobs.com. I hope you are having a fantastic day, and I hope this nugget of wisdom is going to help you really take your business to the next level and really take off, but let’s talk about small talk.
As an introvert, I just want to get right down to business and get it done and over with, but so many people like to get to know you a little bit first and ease into the process, especially different cultures like to ease into the process of the sales situation. I’ve always scripted out the process, because when you have a process, it always works, and small talk has always been a part of that process.
Starting the conversation
As an introvert, I just want to get right down to business and get it done and over with, but so many people like to get to know you a little bit first and ease into the process, especially different cultures like to ease into the process of the sales situation. I’ve always scripted out the process, because when you have a process, it always works, and small talk has always been a part of that process.
The Script
Even when I was teaching my trainers how to sell, I would always have a script for them, and very simple things like, “Hi. How are you today?” You’d think that that would be just like so simple, but having it documented, role-playing that with your employees, and making sure that they just know exactly what to say when a new prospect comes in like, “Hi. How are you,” or, “How may I make your day better?” Just like on the phone, in person is the same thing. Then go into, “Did you find the place okay?” Right? “What was your last vacation? Oh, it looks like you’re pretty tan. Were you just at the beach? How was traffic out there? Isn’t this weather crazy? Isn’t this weather great? It’s a little cloudy out.”
We want to get right to the business and go back to doing what we were doing before, but sales is a process, and it’s a human interaction, so we have to humanize it and start to do a little small talk.
Things like that start the motion of getting to know and like people, and that, building the rapport, but it’s that small talk that us, as introverts, don’t always like to do. We want to get right to the business and go back to doing what we were doing before, but sales is a process, and it’s a human interaction, so we have to humanize it and start to do a little small talk. It can be fun. Think about five different phrases or questions that you can ask that start that small talk process, talking about family, talking about cars, talking about weather, sports, whatever it is that you believe that your target market really gets into. Script out those questions and start doing it on a regular basis. When you do that, you’re going to see your sales really take off.
You’re going to see better rapport with your prospects, who become clients, and it’s going to be a lot more fun for you.So, your homework this week is to go out in a crowded place, walk down the street, start to smile at people, make eye contact, smile with them and see what happens.
I hope this little nugget of wisdom is helping you out a little bit in your sales process, and I certainly would like to know how you are coming along with it, so put some comments below, send me an email, or register for your free, 30-minute impact call. I’d love to talk to you about your business and how I can help you really take it off to the next level. Until next time, you have a great day.
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