Having the “gift of gab” is said to be a good thing – and I’ll go a bit out on a limb and say it usually is. Unfortunately, we often mistake this “gift” with the common tendency to simply go on and on about anything we wish to talk about. This ego-driven journey into all-things-you-think-are-interesting may make you fun in a quirky/eccentric kind of way but it’s a death-sentence if your goal is to gain someone else’s trust and respect.
Indeed, the real “gift of gab” is a gift for initiating discussion and allowing the other, in this case your prospect, to take the conversation where they like.
It’s no easy task: It takes a lot of patience and focus to stay engaged in someone else’s thoughts and ideas and away from your own – It’s even more difficult, as a selling professional, to avoid the dreaded product “presentation” and simply go with the flow. But, if you realize that good rapport is always the first step in your sales process you may want to keep your needs to a minimum until some recognizable trust is established.
Here are some tips that I try and keep in mind:
Without an honest dialog there is no sale. Honesty cannot exist without trust. Trust is built through a healthy rapport.
You want to talk about a topic that interests your prospect. Everyone’s favorite topic is themselves.
Never present anything about your product/service unless asked directly and even then; resist until you completely understand the question being asked. No canned presentations.
When you do speak, try and repeat something your prospect said that you agree with or appreciate. This affirmation should be sincere or it will sound manipulative – but if you think it, say it and let them know you were listening.
Drop your ego down a notch. When talking to strangers we often default to trying to sound educated or credible. Believe me when I tell you that one’s trust and respect is much more tied to how you make them feel than anything “smart” you say.
The less words you use, the better. The more words your prospect uses, the better.
You will know you are doing it right when your prospect apologizes for going "off-topic" or talking too much.
As always, the goal is having an honest dialog with your prospect. The sooner this happens the better able you are to qualify them and adjust your tactics towards a close or to move on.
- Rob Torre