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I was driving my wife’s car last week and she had a set of Audio CD by Joe Girard, incase you do not know who Joe is, he hold The World’s Greatest Salesman Certified by the Guinness World of Records. My wife bought Joe Audio and Book package after we attended his seminar. Joe is a great communicator, he talks with his whole body and at over 70 of age, he is as energetic as a 30 years old. With his credential, one just have to listen to Joe when he talk.

One of the greatest product Joe shared with the audience is that we should always sell the number one product , that is ourself, before any customer buy your product, they have to buy you first. In order to let the customer buy you, you have to make them like you. While listen to his audio, it reminds me on why some sale personnel just cannot make the mark, while other always seem to have customers lining up to see them. I am in one of the toughest sale industry, selling promissory note for unfortunate event, if you can guess what that is.

Communication is a two way traffic and in a selling situation, the customer mind is often lingering with this three questions,

1. Why should I buy this product or service?

2. Why should I buy it from your company you represent?

3. Why should I buy it from you?

People, you and me alike, like to be “Feel Important” Mary Kay of Mary Kay Cosmetic had this quote, ““IN front of every body, there is an invisible sign which they hold which say, ‘MAKE ME FEEL IMPORTANT!’ and Allen Pease in one of his best selling book said, “When they (customers) say it, it always right.”most of the time, when we are in a conversation situation, we always wanted to put our point across to the other side to make them accept of point, we try to “win” the conversation, to convince with fact and figure so that the other side will accept us. While doing so, we make our self feel important as if we are the authority on the product or service offer and it ‘makes us feel important’ but not our customers.

IN any communication situation, be it sales, family, or friendly chat, the one who make himself feel important may always win the conversation, but he will loose the sale or friendship eventually. Some one once say, “God give us two ears and one mouth, HE wanted us to listen more and talk less.” Just remember that.

August/September Focus onCommunication

When you investigate the most powerful and influential people in the world, you will discover that they all have something in common. Effective communication. Whether they personally possess such skills or have hired a support team that did, ultimately, effective communication was one of the fundamental keys to their success. Using the principles of powerful communication, they developed the ability to influence others in a profound way, all the while winning both respect and admiration.

1. Subjective Communication

2. What to Say when you Talk to yourself?

3. MAKE ME FEEL IMPORTANT!

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