Let’s get to the soul of it. Solving problems is not enough. It can get you to the table where decisions are made, but it will NOT be the deciding factor. Chances are your competitors are solving problems too. Chances are you’ve successfully answered all your prospects’ questions. The one thing that will set you apart and put you in a category of one and is the most under-utilized factor in sales is…
You’ve heard people say that ‘business is all about relationships.’ But what does that mean exactly? The process of ‘building’ relationships does not mean that you should become so close to your clients that it crosses that weirdo line between business and pleasure. It does not mean that you should continually touch base with them with no apparent purpose because that can start to become weird too. It does, however, refer to how well you are able to establish a genuine and memorable connection with the people you are trying to do business with.
There is a reason why the ‘self-help’ industry is valued at $10 billion-a-year. People are becoming more aware and in-tune with positively ‘transforming’ in all aspects of life. And ‘improving relationships,’ whether it be personal or professional, hovers at the top of the list. In business, people are increasingly interested in aligning with brands, companies and individuals who share similar values and with those who demonstrate their mission for making a positive social impact. Finding a way to make a connection with the decision makers is vital.
This famous quote by Maya Angelou offers powerful insight…
’At the end of the day, people won’t remember what you said or did, they will remember how you made them feel.’
Being mindful of the energy you give off is the best way to initiate connection. Energy, a dynamic quality; the capacity of acting; and a usually positive spiritual force, can be felt and it can be transferred. Have you ever been in a room with someone who just sucks the energy out of it and out of you? And, have you been in a room where you can feel the charismatic vibration of an individual? The difference is noticeable and the latter positively induces attraction, and in turn, connection.
With all the negative stresses in society today, particularly in the fast-paced business environment, isn’t it refreshing when you encounter someone who exudes positive energy? Eye contact, a smile, politeness, an optimistic mindset, open body language: these social skills produce energy that is contagious. And this energy sparks connection. It’s no longer cool to just try to make a sale, and close the deal. Finding ways to connect with the people you do business with is the under-utilized factor that will produce positive results. Even if you don’t win the deal or the contract, the relationship you are building and the connection you are making will extend beyond the business. This is an area we can all work to improve as this speaks to the true soul of selling.
by Jody Euloth
Jody Euloth is the CEO of The Mesh Media Network and Founder of The Dynamic Soul of Selling. She helps entrepreneurs, business and sales professionals and creative visionaries get over their fear of selling so they can generate more revenue and make a bigger impact in business. Social handles @jodyeuloth www.meshmedianetwork.com