Being Socially Calibrated

Many people approach sales conversations/calls with the a set plan or structure they want to follow. Often times their approach involves being extroverted/pushy or introverted/understanding. These work in some scenarios, but many of the times people desire a little bit of both. How does a salesperson master this middle ground? This questions answer is very seemed after. The answer is not what most think. Finding a middle ground is NOT the answer, but being socially calibrated is.

Too extroverted looks like this: Pushy, dominates the conversation, interrupts, talks over the other person.

Too introverted looks like this: Does not talk enough, under communicates, does not carry on the conversation.

Having confidence, being curious, being understanding, and being sincere is the best way to approach a sales conversation. The goal isn’t to over sell the idea or impress the person, it is to understand the conversation, but still lead it. The best way to leads a conversation is to let the person talk for the majority of the beginning of the conversation, then when you find out their interests/problems, then you lead the end of the conversation to offer a solution and make a call to action. In class when we watched the clip of impractical jokers, the guy (I forget which one it was) mirrored his persons energy and persona. The man who he saw came in guns blazing and was extremely energetic, and when he matched that the both of them had a smooth flowing conversation/interaction. Finally, after you figure out what path the conversation is taking, and you match it, then you structure the conversation to your liking and benefit. Asking open ended questions that lead to the person talking a lot = GOOD. Lastly, adding confidence into your speech and conversation guides the person to trust you more, leading to higher converting conversations.