In the business world, no one has time to listen to chit-chat. Use these tricks to get more out of less in conversations.
Adapted from Tom Searcy's article on inc.com
So when you get the ear of someone you admire and want to connect with, how do you make the most of the moment? Use these tips to be more effective when talking with that busy professional.
1. Think in 30-Second Increments
Half a minute is forever in a boring conversation. Studies
indicate that on the phone, the listener is considering whether to exit
or stick around every seven to 11 seconds. In face-to-face meetings, you
get a little more grace–say, all the way to 30 seconds. If you are not
constantly generating someone's interest, you are losing him.Successful business people seem to have their own form of attention disorders. They are constantly trying to come to a decision about any interaction: “Do I delegate this, avoid this, deny this or run away from this?” You are fighting that internal dialogue in small battles. Keep it interesting.
2. Watch for Signs of Boredom
We know the signs, right? Checking the watch, looking over your
shoulder, fidgeting, glassy eyes. On the phone, it’s the prolonged
pause, the “email launch” sound in the background, the vague “uh-huh,
uh-huh ...” That's your "uh-oh" moment.Really effective sales people respond to those moments. They interrupt the conversation with an honest interjection. It might be, “The bottom line is ...” or “The thing we need to decide right now is ...” The pattern interruption brings the conversation back to point and gets engagement.
3. Ask Permission for Stories
Stories are very important in conversations, to set points and ideas
in context. Without context, it is hard for your listener to integrate
your issues into all of their circumstances. However, when a person
launches into a story, the instant reaction is resistance: No one wants
to be trapped for who-knows-how-long in a pointless story.If you need to tell a story, get the permission for extended attention. Just ask, “Can I tell a quick story to illustrate what I mean?” This shows respect to the listener and it prepares them for a sustained attention period.
4. Know What Your Point Is
Do you have a point? This is especially critical when talking with successful professionals, but the truth is that it should be a general rule for all
business conversations. You are asking for action, input, a decision, or
support. To honor someone's time and get to the next step, you need to
know exactly what you want.A compliment I hear from professionals and clients about their best suppliers is: “I really appreciate that they don’t waste my time. Whenever they need something, they come to me–and we take care of it and move on.”
5. What's in it for Someone Else?
Sales people have joked for a long time that everyone has the same
radio station playing in their head: WIIFM (What’s In It For Me). By no
means do I believe that every interaction has to be a selling
conversation, or that there has to be something for your listener in
every conversation. However, if you want to hold their attention, it’s
good to keep it in mind. What is in it for the listener to be having
this conversation with you?Get to the point and everyone will benefit. And let me know how it goes. If you find these tips helpful, post your experience in the comments section.
