How many times do we speak to those we do business with in a manner that neither grabs their attention or has any relevance in their life? If we want to get someone's attention, we need to be real and relevant. We need to know their needs, their desires, their situation and their problem, in order to speak into their mind, day and life something that will not only get their attention but demand an action on their part, to move them to what we want them to do.
We need to push beyond the point of what we want and desire and walk in to the mind and shoes of the one we are speaking with. If our only objective is speaking and unloading our thoughts, then this is not of any matter to us. However, if we truly wish to connect with the one we are speaking to, and especially if we want to have a business relationship with that one, then this is critical and something so many often overlook. We are not here for chit-chat. We are here to bring someone to the point of decision before we complete the dialogue with them.
Many salespeople are great at talking, yet have a hard time closing a deal. Why? Because they have not found this formula. They talk, but with no relevance.
Be relevant. Know a little about the one you are speaking to. Don't let it be all about You. The more you engage them and speak of them and their needs, the more attention they will give you.
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