At some point in your career, you’re selling something. You sell an idea, a product, or a service. Whether you’ve been in sales for a long time or have never sold, the key to enrolling someone in that idea, product or service is easy when you understand what’s underneath engaging them.
When my clients learn about human wiring especially when having a sales conversation, they are relieved to hear that selling isn’t about persuading someone to buy something they don’t want. It’s not about forcing someone to change their mind. It’s also not saying certain things in an order to force an outcome. Yet, these are the very beliefs people have on their mind when they are trying to sell something: an idea, product, or service.
Sales is about honoring the other person. The highest form of honoring another person is finding out what they want and delivering communication they way they want to receive it.
One of my clients had been in sales for many years but was new to her understanding about human wiring. She understood that she was energized by face-to-face interaction. She exuded energy and was the go-to fun maker. Naturally, she loved the social aspects of her position and excelled at motivating others in participating in projects.
However, there was one manager she had difficulty with enrolling in becoming part of a special project group. While she knew this manager for a long time and liked her, the manager, at times, occurred to her as someone who dismissed her ideas and was abrupt in her communication.
When I asked my client how she would invite this manager to participate in a task force group, my client responded with her natural impulse: to enroll her as she would like to be enrolled. She said she was going to engage the manager by sharing how fun it was going to be and explain what a great experience it was going to be for the manager. Before my client could further explain her approach, I invited her to consider another way.
When someone describes someone and how they experience the other person, it often can be attributed to an element of human wiring that is the opposite. I asked her to engage the manager by finding out what was important to the manager. I also suggested that she focus on the results the manager wanted to get from her participation in the task force.
The next day, the phone rings. My client was thrilled that she successfully engaged her manager in participating in the task force with ease. In that moment of enrolling her manager, she realized that when she was focused on delivering communication the way the manager needed to receive it, like asking the manager what was important to her and focusing on the results, it was easy to enroll the manager in participating on the task force.
Engaging someone in an idea, product, and service is simple if you:
- Find out what’s important to them and
- Deliver the communication in the way they need to receive it.
When you do, it’s the highest form of honoring the other person.
If you are ready to transform your results in business and in life, I invite you to our upcoming class:
Wired to Win 101: How Are You Hardwired?
When: Wed. Feb 23, 2022 – Join us online or onsite at the:
Business Innovation Lab CoWorking & Conference Center in Livonia, Michigan