The Optimal Dialog
What you say, how you say it and when you say it is extremely important in sales. However, words and even details mean next to nothing if you don't understand what gives them power and meaning. Effective Influence is balancing three dialogs at the same time. Here's when words and technique begin to have the desired effect.
Traditional sales training focuses on words and techniques. That's all good, but it will not help much if words are spoken in a weak and failing context.
|
||
Effective influence is alligning and sending out corresponding messages on three levels.
Level 1
As we can see from the illustration above, there are three levels of communication. On the first level we position ourselves and make sure that our message is relevant and important.
Level 2
With a strong position and an important message it's easier to establish a good and meaningful relationship - with the right people.
Level 3
Words are a function of feelings and emotions. We interpret other people among other things by how we feel about them. If we have positive and warm feelings for someone, communication flows naturally and understanding is high. On the other hand, if there's conflict and unresolved emotions, words have less power and the risk of misunderstanding each other increases.
It only makes sense to pay attention to words and details (the Optimal Dialog) if you've first made sure the other two dialogs are in place, i.e. nurturing mutual respect (the Operational Dialog) and building a feeling of friendship (the Opinional Dialog).
Comments
Log in or create a user account to comment.