“It helps you time your communications, be empathetic of what’s on their plate, both professionally and personally. And also, it gives you a reason to follow up with a little bit of context, and it gives you a conversation thread.” – Jack Wilson in today’s Tip 1398
How do you talk with people about different things going on in their lives?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Happy Friday everyone. Here’s Jack Wilson with today’s tip:
Jack Wilson: What’s going on Daily Sales Tips Community. It’s Jack Wilson back with another tip and this the season for re-gifting. So this tip is a repurposed or regifted tip that I left actually maybe over a year ago on the podcast. And the tip is about how we ask people or how we talk with people about the different things going on in their lives. Sometimes this sounds so basic as hope you have a great weekend or how was your weekend?
My tip is to be a little bit more specific. First of all, you need to show your buyer that you care. Actually, first, first of all, you really should care. And if you do care, instead of saying vague and generic phrases like hope you had or how was, be more specific. “Hey, what are you planning to do this weekend?” Or “How did you spend last weekend?” And then maybe even share a brief anecdote of your own, it creates rapport and it makes the conversation more personal.
There’s also a couple other benefits in your sales process that having conversations like these have. For starters, it helps you understand the timing. So a well-placed email after someone returns versus an email that sits in their inbox when you know they weren’t around. It helps you time your communications, be empathetic of what’s on their plate, both professionally and personally. And also, it gives you a reason to follow up with a little bit of context, and it gives you a conversation thread.
So, for example, if you ask, “Hey, how are you planning on spending this weekend?” And you find out the answer, your next follow up can be about that experience. “Hey, I remember you said that you were going to X-Y-Z. Did you have a great time? What was the most memorable part of that for you?”
So this holiday season, I want you to think in the spirit of the holidays about caring for other people a little bit more and putting that into practice in the way that you speak throughout your email, phone call, voicemail, et cetera, follow-up. I hope this was helpful.
Scott Ingram: If you were inclined to ask Jack about some of the details of what’s going on in his life lately. Click over to DailySales.Tips/1398 and we’ll have a link so you can connect. Once you’ve done that, and told Jack I said “hi,” be sure to come back tomorrow for another great sales tip. Thanks for listening!