Real Conversations: The Secret Sauce to Generating Real Revenue.
Larry Levine
In a world of empty suits, I’m leading a movement of authenticity, integrity, and trust inside the sales profession
"Without good communication, a relationship is merely a hollow vessel carrying you along on a frustrating journey fraught with the perils of confusion, projection, and misunderstanding."
Cherie Carter Scott
In reemphasizing the above quote, effective and meaningful communication is the foundation of any healthy relationship.
It's not just about the exchanging of words; it's about truly understanding each other and expressing feelings, as you build harmonious relationships.
When communication breaks down, misunderstandings can arise. This soon leads to frustration which in turn could potentially damage the relationship.
Like a ship without a compass, a relationship without good communication can easily drift off course, encountering various challenges along the way.
In thinking about your clients... How would you rate the conversation and communication you're having with them?
You see, without meaningful and rich conversations, where do you believe the relationship sits, really?
You never know when one conversation will lead to exponential sales growth.
The way you open conversations, carry on conversations and strengthen conversations has a direct impact on what happens next.?
The direction of those conversations along with the intentionality behind them; all will have a direct bearing on sales opportunities, referrals, cross-selling, relationship building and your prospecting success.
Whether it's initiating conversations with warmth and empathy, maintaining active listening throughout, or strategically guiding the conversation towards mutual understanding and value, every step matters.
This is all about fostering trust and meaningful connections.
The struggle for many is that you rely upon scripted questions which yield you scripted answers.
I believe real conversations require complete participation. It requires you to be present. Genuine or even meaningful conversations are invitations, an invitation to "what's really going on" unfolds during the conversation.
How do you achieve authentic, meaningful, genuine and real conversations with your clients? Quite simple, you let your guard down and stop acting like a salesperson.
Engaging in real conversations requires you to be in the moment.
To be fully engaged during a conversation you must be able to move from communicating to?connecting.
Connecting requires intentionality and focus during conversations.
What do you think you could discover about your clients with extreme focus during your conversations?
Things such as:
Allow your conversations to flow. Enter a realm of uncertainty and watch what starts to happen to genuine engagement.
How comfortable are you making your clients feel about you, so in return they become comfortable enough to start sharing their business secrets with you?
Some of the best conversations are organic, sometime a bit chaotic and not scripted.
Think about the conversations you're having with your clients and now ask yourself...
Is there any substance behind my communication that's helping me to uncover more than I anticipated?
I encourage you to pay close attention to what excites your clients. Look at how their eyes light up and notice the emotion in their voice.
Continue the conversation around the things that excite them and be willing to set aside the questions you had in mind. What you start to uncover is pure gold and relational betterment.
From the book, "Together: The Healing Power of Human Connection In A Sometimes Lonely World", by American physician and author, Dr. Vivek Murthy, he challenges us when it comes to conversations as he asks,
“What was it about that conversation? Did I have a breakthrough moment where I let my guard down? Allowed myself to be vulnerable and was real with the other person? Or was it that they did that with me? And by being vulnerable they actually empowered me to be the same with them?”
Dang that's deep, isn't it?
Are you brave enough to start proactive conversations that matter? Are you and your clients having break through moments with your conversations?
ENGAGE IN PURPOSEFUL CONVERSATIONS
"All problems exist in the absence of a good conversation."
Thomas Leonard
Purpose driven conversations are a catalyst to deeper connections, fresh ideas, and a better understanding of your client's world.
This is all about having the courage to move beyond small talk and explore the issues at deeper levels with your clients.
Purposeful conversation goes way beyond just understanding the exchange of ideas with your clients, this type of conversations circles in on why they exist.
Purpose driven and meaningful conversations with your clients allows them to be heard and understood. Trust soon starts to develop. And, trust is the currency inside your relationships.
Purpose driven conversations:
Shows You Care — Dedicate the additional time to provide insights and creative ideas for your clients to help them grow their business.
Builds Trust — In a post-trust sales world, proactive conversation shows that you are invested in their business growth. Closely monitor your client's business and routinely engage with knowledgeable insights to help them cast vision about their business.
Prevents Future Issues — Make sure there are no surprises. Prevent your clients from "making a mountain out of a molehill". Purposeful conversations will help you gain a better understanding about your client's needs, wants and desires before they turn into issues.
REAL CONVERSATION CREATES REAL KNOWLEDGE
The single best source of help are your clients. Engage with them. Ask them questions. Learn something new about them.
All these new things you learn about them become conversation starters when it comes to prospecting for new conversations with future clients.
At this very moment in time, how many of you are aware of what's really going on inside your client's business?
领英推荐
Sales professionals understand their clients, their business and their competitive landscape.
How can you improve the business lives of your clients? Quite simple, just ask them. Make it about them.
Getting to know your clients starts with purposeful, intentional and curiosity fueled conversations.
Intentionally listen to your clients and seek to understand.
It is about engaging in meaningful conversations driven by great questions.
It starts with triggers such as:
"Knowledge is like money: to be of value it must circulate, and in circulating it can increase in quantity and, hopefully, in value."
Louis L'Amour
REAL CONVERSATIONS: THE SECRET SAUCE
It takes curiosity, listening, initiation, presence, asking open ended questions, vulnerability to share, and to explore the realness inside of conversations.
Conversations bridge connection and strengthen relationships.
Why do real conversations with your client's matter?
Real conversations drive real revenue that in turns drives profitability.
I will leave you all with something to recite before interacting with your clients...
I will pay attention to my clients. I will listen, deeply and daringly. I will be present in all my conversations. I will give a rip.
This my friends becomes your secret sauce.
Former corporate senior leader Dustin D. is a professional keynote speaker, executive leadership trainer, and bestselling author whose life mission was redefined on November 21, 2021. Dustin was told that he was headed toward death from an autoimmune disease. In four days, Dustin realized his mission still needed to be finished. During his many treatment sessions in an oncology department, Dustin wrote his first best-selling book, ""Learn to Lead by Serving,” where he shares his knowledge and experience of 10 years leading over 1,000 teams and more than 3,500 persons for major corporate companies.
Dustin has developed leaders worldwide by inspiring stronger cultures and creating servant leaders. He has also become an example of faith through his powerful testimonial. Dustin brings an authentic and inspiring message about what it is meant to become a servant leader. Delivering this message across corporations, universities, and all industries have created a ripple effect for future leaders to succeed!
SHOW SUMMARY
In this episode of Selling From the Heart , we delve into the essence of authentic leadership with special guest Dustin Dale, author of "Learn to Lead by Serving." They explore the transformative power of servant leadership in sales and beyond. From the importance of self-discovery to building trust with customers, Dustin shares invaluable insights and practical tips for cultivating a servant's heart in both personal and professional realms.
KEY TAKEAWAYS
Authenticity and Trust: Genuine connection fosters trust, which is essential in today's post-COVID world.
Self-Discovery: Understanding oneself is crucial for effective leadership and salesmanship.
Leadership Shadow: Leaders must be aware of their reputation and the impact they have on others.
Circle of Success: Surround yourself with individuals who challenge and elevate you.
Transparent Conversations: Honest communication builds credibility and fosters growth.
Building Trust: Consistently providing value and nurturing relationships is key.
Morning Routine: Starting the day with self-care and focus prepares you to serve others effectively.
QUOTES
"Selling from the heart is the true connection point between solution and authenticity, where trust is found."
"The longer a problem stays a problem, the more debt you pay on it."
"Servant leadership is not about doing the job of your teams, but about helping them and fostering connection."
"Your reputation is your leadership shadow, invisible yet powerful."
Learn more about Dustin Dale:
LinkedIn:
/ dustindaleservantleader
Learn more about Darrell and Larry:
Darrell's LinkedIn:
/ darrellamy
Larry's LinkedIn:
/ larrylevine1992
Website: https://www.sellingfromtheheart.net/
Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation
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Heart-centered leader. Service to others is the secret to happiness and fullfilment.
6 个月Seems to me an essential ingredient in having a meaningful conversation is having the courage to be vulnerable. Being vulnerable creates connection. Love your articles Larry Levine
International Keynote Speaker| Thought Leader on how to EMBRACE UNCERTAINTY | Best-Selling Author| Publisher of Moments Matter Magazine | #MiracleontheHudson | Known as "Airplane Dave " for Swimming with Navy SEALs
6 个月agree Larry, to personally reinforce this, I am now reading ' how to win friends and influence people in the digital age"