THE POWER OF ACTING IN SUCCESSFUL BUSINESS DEVELOPMENT.
This week has given me a few great Sales Training distinctions around the Power of Acting..
The Power of Acting AS IF..
I was running a Business Breakthrough Workshop with a group of highly intelligent, very experienced WHITE COLLAR professionals.
Degrees, Masters Degrees, Engineering, Finance, Accounting, Management qualifications abounded.
In the afternoon session one of the quieter chaps put his hand up and said,
THE ACTOR IN THE CAR…
‘When I first started in the Business Development role, I knew I was an introvert.
I knew I wasn’t that confident or good at communication. So I used to sit in the car before an appointment and say to myself
‘You’re an actor.
You’re going to go in there and act the part of a confident, friendly, outgoing BD person.
You’re going to discuss their needs and confidently suggest solutions we can provide..
and he said ‘ You know what?
By acting as if I was that kind of person, I was able to be that kind of person. And now, I’ve been successfully in BD for almost 20 years…..
Another client said to me ‘sometimes I just don’t like the people I have to talk to and do quotes for….’
My response was two pronged:
- We need to talk about how you go about doing quotes and how to change that to be more effective, and
- If you don’t like them, they will pick up on that. People buy from people they like. and they like people who are like them and who like them.
Notice the word LIKE….. is in there several times..
Its not only pretty important… its BLOODY IMPORTANT..
If they don’t like you, they’re about 500% less likely to buy from you..
ACT INTERESTED, BE INTERESTED
My advice to him was this…..
‘Act like you’re a person who likes people.
Act like you’re really interested in them and what they do.
Find something you like about them, their house, their carpet, their garden…
Seriously, find something you like about them.
Then talk to them through those glasses- through the prism of liking them.
Also, find things you have in common with them.
The sport they play, the tv shows they watch, their dog, their kids, where they have travelled or would like to travel. Find 3 or 4 things you have in common. For a start, you’re in the same place together.
Second, you’re both experiencing the same weather that day.
Thirdly, there will be pictures or photos around their home or office that will give you something to find in common….
The interesting thing is, when you get interested in people, people really do become interesting.
And, as I’ve found personally, business is more fun when you get interested in people…’
‘LEIGH IT WORKS!’
He told me a week later,
‘I’ve been trying that idea of LIKING people more…. and its working…’
WOW… how about that… By acting interested, I really do become interested…’
Sometimes it’s the most basic of things that make the biggest difference.
How does the saying go…
‘Little hinges swing BIG Doors…’
Certainly liking people is a very good start to opening very big doors.
By consciously deciding to like, not just act as if you like, but finding reasons to like, you will find all relationships sail along 500% better… and you’ll increase your conversion rate and sales results as a consequence.
ACTING AS IF REALLY PAYS..
As Henry Ford said ‘My best friend is the friend who brings out the best in me..’