All posts tagged: dialogue

Email is Not a Form of Communication – Scott’s Sales Yoga Thought for the Day

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Effective communication is never one sided, but that’s exactly what you get with email. One person writes and transmits; the receivers read and reply. These monologues are never, ever effective dialogues as there is a time delay that allows too much room for misinterpretation, misunderstanding, and miscommunication. Email strips away not only the tone, and too often the context, from the message, but it also removes the very essence of efficient and effective human conversation.

Is email bad? Of course not; it’s just poorly used by too many people. Salespeople, leaders, customer service staff, recruiters, and, for that matter, anyone in business can breathe new life into their relationships by simply picking up the phone or meeting with someone for a brief dialogue.

Email is not a form or communication; it’s a means of transmission and documentation. We’d all do well to use it just for transmitting a contract or proposal, or sending one to two sentences, at most, to schedule a meeting or confirm a time for a call. Otherwise, let’s all have real conversations, versus the fakery that poses for one in our email inboxes.

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Scott WintripEmail is Not a Form of Communication – Scott’s Sales Yoga Thought for the Day
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Kill the Dog and Corral the Pony – Scott’s Sales Yoga Thought for the Week

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Earlier this week, a salesperson told me about a difficult conversation she was about to have with a client. In asking for my advice, she said there was a chance this customer will ask for a price reduction and that she’d have to do a “dog and pony show” to convince them to keep working with her at the current rate.

I told her she needed to “kill the dog and corral the pony.” As you may suspect, there was a long pause on the other end of the phone after such a startling pronouncement.

No one really likes to be sold to, and buyers have no patience for such antiquated sales tactics where salespeople pull out all the stops in making their pitch.

Buyers do like to buy, when it’s in their best interest to so do. The practice of Sales Yoga is about creating a dialogue instead of engaging in a monologue. Done right, buyers are given the opportunity to talk themselves into an idea rather than the salesperson attempting to do it for them.

Buyers always believe themselves and only sometimes believe the salesperson. So, let the better salesperson sell in the conversation. No dogs and ponies required!

Scott WintripKill the Dog and Corral the Pony – Scott’s Sales Yoga Thought for the Week
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