One of the most effective marketing skills is the ability to
have an effective conversation with another person. We must be able to speak intelligently,
calmly, and without excessive emotion. We
must be well informed, able to form complete thoughts and sentences, and use
words that actually exist. We must be
able to present our point of view in a non-threatening manner, encouraging the
other person to understand and digest our intention.
We must allow the other person to inform us of their
opinions and positions, even if they differ from ours. We must be willing to allow the other person
to present their thoughts without interruption or other rude behavior. The mark of a bully is interrupting someone
with whom they disagree or shouting them down when they are attempting to voice
their opinion. We must not get so
wrapped up in what we want to say that we do not allow them to speak at
all. Our passion has to be controlled.
Intelligent speech consists of complete sentences and
thoughts, not ramblings and “smoke and mirrors”. We should present our product or service in a
professional manner, clearly stating what we provide. We must also present the cost to the other
person in clear, concise terms, never clouding the discussion with vague and
confusing words or phrases.
Be proud of what you have to sell or what you provide, what
it means to the prospect or client, and what is will cost. If that cost may vary according to
circumstances, refine that part of what you present into clear, concise
terms. Make it easy for them to
understand and relate to what you have and what it costs. They may have to present your proposal to
someone else so you must make their job easier, and thus successful for you.
It is the mark of a successful person if they can present
themselves in a professional manner. If
you are passionate about what you do, so much the better, but do not preach to
the person to whom you are speaking. Be
personable, but do not violate the business relationship. If you need to do so, rehearse your presentation
frequently before going public. Be calm,
collected, and clear in what you say and how you say it. Remember that it is not only what you say,
but how you say it that affects the other person.
We often hear people in public presentations who cannot relate
their thoughts in an intelligent manner.
How does that make you feel about them, what they are representing, and
their attitudes towards us? Does it make
you want to know them, to do business with them, or trust them? Would you refer others to them? How about in one-on-one conversations?
Please let me know your thoughts on this subject by leaving
me your comments, or email me at Jim@SOC4Now.com, or call me at 360-314-8691. Remember that it
is the mark of a professional if they can present their thoughts in logical,
intelligent, and polite words. That same
person listens before they open their mouth to tell us how they can solve our
needs.
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