The Art of Schmoozing to Close More Sales
For those of you in sales, have you ever wondered what the art of schmoozing means? You probably won’t find the word “schmoozing” in an English dictionary, so let me give you Suri’s definition.
The informal meaning:
To talk with someone in a lively and friendly way, typically in order to impress them.
Basically, it’s to make a positive first impression.
In sales, the first impression could be the difference between a closed and lost deal. And we don’t have a second chance to make a first impression. For many of us, we don’t know how to make that first impression count.
As you keep reading, you’ll find the answers. It’s not as hard as you think.
Make a Lasting and Positive First Impression
What really makes a lasting and positive first impression is to bring a high level of self confidence to your interactions. Tune in to what the other person is telegraphing – through their face, voice, posture, gestures, words, and overall interactions with you. Especially when you are in a sales role.
It starts when you know how to replace the “Golden Rule” with the “Platinum Rule”…
“Treat people the way they like to be treated!”
What a concept!
Imagine mirroring your prospect’s body language. What if you could “mirror” their personality? What if you treat them the way they like?
This is not as easy as it first sounds because most people treat others the way they like being treated themselves.
Since there are 4 primary styles (Dominant, Influence, Steady and Comply), this only works with a quarter of the population! That’s 3 quarters of the population you’re missing out.
Using DISC to build instant rapport
The free DISC assessment provides great insights into the needs and emotions of the four DISC Styles. Here are some tips to use those insights to build instant rapport:
High "D" (Dominant) Styles
High "I" (Influence) Styles
High "S" (Steady) Styles
High "C" (Comply) Styles
In order to master the subtle art of people−reading, you must first become familiar with the concept of Personality Style. With this knowledge, learn to be your best and be more socially aware of how to interact with others when selling.
Here’s the good news.
We have a DISC Report that identifies your DISC Styles. It’s called the DISC For Sales Report.
With this personalized and comprehensive report, it will give you tools to help you become a better you. You get to develop and use more of your natural strengths while recognizing, improving upon, and modifying your limitations.
By seeing and hearing these behaviors, you can quickly and accurately “read” other people. Use this knowledge to enhance communication and grow your relationships when selling.
It will also introduce you to the five definable stages of the buying cycle. If you can successfully guide prospects through each stage, it will lead to positive outcomes for both of you.
And that my friend will lead to more sales for you!
Sandra is very passionate about supporting others to be the best they can be through sharing her stories and experiences she has gained along the way...