"Sure, I know how to say hello, introduce myself and find out who I'm talking to, but what do I say next?" (Hence the title of my conversation book by that very phrase). That question arises in many of my presentations. People want to know how to have interesting conversations. One of the other questions I'm asked by sales groups and other business professionals is: "When and how can I change to the topic to my agenda?" What I learned in my research and surveys is that conversation is the heart of a sale. Period. End of story. BUT, selling services and products is NOT conversation.
The more we are communicating and the deeper we are building relationships, the easier it will be to establish trust as a foundation for the sale. BUT, selling (that constant self-absorbed, self promotional verbiage is NOT conversation by any stretch of the imagination and it usually annoys conversation partners). Establish rapport. These tips apply to job search networking as well. And be sure to thank people for any gift of time, support or a lead.
1. Have a 7-9 second self -intro
2. Listen, listen, listen (People tell you what they want to talk about)
3..Read the paper on-line and offline to have material for conversations. (current events, movies, books, local and national politics and that grand standby, SPORTS).
4. Tell a personal story to underline a point.
5. Close the Conversational loop. ALways come back to original story and person so that you demonstrate that you were listening and not just interrupting and changing the focus.
Bonus tip: Talk with Your Face! Be expressive while you express yourself.
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