Winning has been defined in many ways, such as the first to finish in a race or to gain victory. The definitions, however, infer someone will lose. If you apply the same win-lose mindset to the sales process, you’ll end up pushing or trying to persuade your prospects. Push sales creates a situation where your customer develops buyer’s remorse, returns the product, or you end up spending more time to satisfy them.
The key is to use a win-win mindset to establish a mutually-beneficial relationship. As a supplier of a product or service, you want satisfied customers. Why? Because satisfied customers tell other people about your products or services and are repeat customers.
To create win-win relationships, it’s important to understand how you and others communicate. At the heart of communication, is how you’re naturally wired.
Your wiring has been with you since birth and stays with you your entire lifetime. Unfortunately, most business professionals do nothing to understand it at a level where it changes their results.
Yet, the beauty of understanding human wiring is that it’s part of your nature. Your behaviors, however, are the results of your nurturing environment, like experiences, culture, and education, which influenced how you behave.
When you understand your natural wiring and notice the other person’s wiring, you’ll create win-win relationships. Relationship building depends on getting off on the right foot. One of the ways to connect with others is being able to quickly recognize, how others process thought. When you know and practice this skill, it increases your ability to communicate successfully with others creating a win-win scenario.
Everyone talks and everyone thinks. There is, however, a part of your human wiring that will determine how you process thought. This is critical in every aspect of your business, whether it is in sales, client relationships and employee relationships.
If you’re an External Thinker, you crystalize your ideas by verbalizing them. Have you noticed when talking to someone you did all of the talking, the other person hasn’t said a word, but you developed great ideas? That’s because you crystalize your ideas by verbalizing them.
Conversely, Internal Thinkers you crystalize your ideas as you internalize them or think about them. You often leave a meeting and shortly after the meeting, ideas pop in your head. You might often think to yourself, “why didn’t I say that at the meeting?”
How do you make your natural wiring work for you? Here are some quick tips. If you’re an External Thinker, I’m sure there have been times when you’re talking to an Internal Thinker. How do you know you’re talking to an Internal Thinker? Notice after you make a statement if the person gives you a blank processing stare.
As an External Thinker, your natural tendency is to say something to fill in the silence. Instead, stay silent. This gives an Internal Thinker silent time to process internally what you just said aloud. If you don’t give them that time, it creates disconnects in your conversation.
If you’re an Internal Thinker and are communicating with an External Thinker, notice if they start to repeat themselves. It’s important to give them a verbal response, like “I need a minute to think about that.” External Thinkers are wired to push for a response while the Internal Thinkers don’t give a response until their internal process is complete.
Can you see how this one feature of human wiring can impact your sales, your client, or employee relationships?
Creating win-win relationships is rewarding. When you deliver communication the way the other person needs to receive it, it’s also the highest form of honoring the other person.
If you’re inspired to become masterful at spotting human wiring, join us for our Wired to Win Master Class. Register HERE.