PIt's Ironic That Most Of Us Take It For Granted That Spontaneous, Natural Communication Is The Right Way To Relate To Our Friends, Spouses, Relatives, And Others In Our Personal Lives -- But, When It Comes To Selling, Our Language Becomes, Almost Robotic.ppWhy The Breakdown?ppBecause When We Make A Sales Call, We Want Something. The People We're Talking With Sense This Immediately. They Put Up Their Guard. Our Hidden Agenda And Their Reaction Immediately Destroy The Trust-building Process Of Communication.ppWe Go Into Our Personal Relationships Wanting To Simply Know The Other Person. But We Go Into Sales Situations With Agendas And Assumptions.ppAnd Because We've Been Conditioned That A Sale Can Happen Only If We Control The Process, We Never Even Consider The Possibility That There Can Be Total Flexibility In How We Communicate And Build Trust.ppQuick Self-assessment: When You Pick Up The Phone To Make A Sales Call, What Are You Hoping Will Be The Outcome?ppLet Me Guess:pp Get Informationpp Find The Decision Makerpp Schedule An Appointmentpp Make A SaleppIn Other Words, You Want Something Even Before The Person You Call Says "Hello."ppIt's Time To Throw Out Your "selling" Language And Unlock Your Natural Language.ppHere's How:ppBe Willing To Challenge Everything You Have Learned About Selling Up To This Point. If You Aren't Open To Questioning Conventional Sales Thinking, You'll Never Have A Chance To Experience Selling In A Completely Different Way.pp Replace Your Goal-oriented Agendas With Trust-building Agendas.pp Learn To Enjoy The Processing Of Building A New Relationship.pp Build A Dialogue.pp Avoid Centering The Conversation On You And Your Offerings.pp Enter The Conversation Without Assumptions. Pp Trade Overconfidence For Humility.ppAny Signs Of Overconfidence When You First Make Contact With A Potential Client Will Only Set Off "sales Alarms." Humility (not Weakness) Starts The Trust-building Process.ppVisualize The Person You Are Speaking With As A Potential Friend Rather Than A Potential Client. This Will Help You To Converse Rather Than "sell."ppWhen You Tap Into Your Natural Language Abilities, It Triggers The Person You're Speaking With To Tap Into Their Own Natural Language As Well.ppLike You, They Will Abandon Their "business Language" And Begin Communicating With You In Their Most Natural Way.ppNatural Language Is The Crucial Secret To Transforming The Outdated, Ineffective "buyer-seller" Role Into A Trust-based Relationship Based On Open, Natural Communication.p
