Selling is a Contact Sport

People Love to Do Business with People They Like

People love to do business with people they like and trust. How do you get people to trust you? Trust is a by-product of building those all-important relationships. Some people are better at it then others, but you can learn how. First you need to establish rapport. Find out what they like to do outside of the workplace and use that to strike up a conversation. Do they have a hobby? Do they enjoy cooking, tending to the garden or watching sports? Once you have established a rapport comes a relationship. You can’t build a relationship until you have established a rapport. Out of that relationship comes mutual respect. Others will not respect you until you have built a relationship. If they respect you – they will trust you because they believe you have their best interest at heart. Once they trust you – more than likely they will go along with what ever you recommend.

Copyright(c) 2019. Brian Smith-PLD. Not to be reproduced without permission. To find out more about Brian and what he can do for you are your organization visit: https://briansmithpld.com

How to Build a Relationship With Just About Anyone

Conflict Resolution 2Practice the 3 R’s – to establish trust and build relationships with the people you work with and interact with. Have you ever met someone for the very first time and thought, “Yuck – what a dink?”. (I don’t mean Double Income No Kids). There is just something about them that you don’t like. For what ever reason they rub you the wrong way. The truth of the matter is sometimes you have to work with – or interact with – people you don’t like. Even if you don’t like them – you still need to find a way to work with them. I have a solution for you. Think of someone who you work with that for what ever reason, you are having difficulty getting along with them. I want you to try this little experiment and see if it helps repair that relationship or a least make it bearable. I call it the 3 Rs to building relationships and establishing mutual trust with just about everyone and anyone.

Rapport: Start a conversation and find out something about them that you can talk about. What are their hobbies? Do they have children, play sports or read books? What do they love to do in their spare time? You can’t build a relationship with anyone that you haven’t established a rapport with first. Get them talking about themselves or what they love to do, and you are on your way to the next step. You are on your way to likeability.

Relationship: People like to hang around with, and interact with people they like. The more conversations you can have with that person or persons, the more likely it is that you are breaking down those barriers and are becoming more likable. Soft-skills – the ability to communicate and interact more effectively with others is a necessary skill in building relationships. Building a relationship is key to getting along with people – even the ones you don’t like.

Respect:  You don’t respect anyone you haven’t built a relationship with first. Out of a relationship comes mutual respect. You might not agree with everything they have said or done – but because you have built a relationship with them, you will respect the fact that they have a right to their own opinion and a right to live their lives as they see fit. We tend to agree to disagree with people we respect.

If you have navigated the three-step process successfully you will be able to establish trust in your relationship with the people you work with and interact with. You never trust anyone you don’t respect first. As friends, parents, managers, leaders, and coaches sometimes you need people to take a leap of faith. Sometimes you don’t have all the answers and need them to trust you. If you have established mutual respect in your relationships, then they will trust you. They will take that leap of faith knowing that you would never set them up for failure. They’ll know you have their best interest in mind.

Copyright (c) 2017. Not to be reproduced without permission. To find out more about Brian and what he can do for you and your organization visit https://briansmithpld.com

Managing Your Boss and Living to Tell About It 2

images (36)The key to managing your boss is to manage them in a style they like. One thing you need to know for certain is you are not going to change them. They’ve been successful managing a certain way so why would they want to do it any differently? If you want to learn how to manage your boss and live to tell about it then you must change your style to be more in tune with theirs. Everyone has a natural style of behaving. A natural way of communicating and interacting with others. Everyone likes to manage and be managed a certain way. Learn to mirror their behavior.

Different strokes for different folks. I believe we are born one of four styles of behaving. (Dominate, Interactive, Steadiness and Conscientious. The theory of DISC was developed by Dr. William Marston.) Take time to discover your bosses style and then communicate and interact with them that way.

D Style: (Dominant) They walk fast, talk fast and do everything fast. Make communication brief and to the point. Don’t muddy the water by using graphs, charts and volumes of data. Respect their need for autonomy. Be prepared for blunt, demanding approaches. They lack empathy and are uncomfortable with social interaction so they see no need for idle chit-chat.

I Style: (Interactive / Interpersonal) Don’t be in a hurry. They prefer a relaxed and social environment. Let them verbalize their thoughts and feelings. They are great communicators so be prepared for someone who will attempt to persuade and influence others. Provide them with the information they’ll need to make the right decisions. They like being the center of attention.

S Style: (Steadiness) Be logical and systematic in your approach. They have a natural resistance to change. They prefer to know how things will be done ahead of time – preferably in writing. They have a difficult time identifying priorities and meeting deadlines. Teach them how to say no nicely because they usually say yes to everything. They are the ultimate team player never wanting to let anyone down.

C Style: (Conscientious) They value high standards – they strive to be perfect. Be prepared – know what you know. They have very little patience for vague generalizations. Chances are they will double-check your work so let them know what you don’t know but assure them that you’ll go and find out. Don’t make stuff up. They are all about detail. They love pie charts and graphs.

Copyright (c) 2014. Brian Smith – Reformed Control Freak. Looking for a keynote speaker or workshop facilitator? Give Brian a call. He’ll work with you to insure your event is an overwhelming success. Visit http://briansmithpld.com

Going Along to Get Along – The Art of Working With People You Don’t Like 1

grumpy ladyYou may not like some of the people you work with – but the truth is – you need to learn how to get along with them. Think of a job that you could do in your life time that didn’t involve working with people. You’d be hard pressed to come up with one.  Dealing with difficult people and challenging situations is a learned behavior. You just need to decide if it’s worth it. But trust me – If you are looking for a career in sales, owning and operating a business some day or managing and leading others then it’s not open for debate – the ability to get along with others is a must have.

Think of someone you are having difficulty connecting with. You don’t know why but there is something about them that drives you crazy. There is something about them that makes you want to pick up a heavy object and smack them across the side of the head. Before you do something that might get you arrested give this 3-step process a try. Remember – you don’t have to like them you just need to learn how to work with them. The 3 R’s will teach you how.

Rapport: Find out something about them that you could use to strike up a conversation. Do they have hobbies? Are they married? Do they have children or grand children? What do they like to do in their spare time? Do they like to hunt, fish, play golf or read books? You need to be able to carry on a conversation with them on a subject that they like. You need to get them talking. Idle chit-chat is important to establish rapport. And you need to establish rapport to move to the next level. You can’t develop a relationship with someone until you’ve established rapport first.

Relationship: Successful sales people understand the value of developing a relationship with their clients. People like to do business with and buy products or services from people they like. You need to develop a relationship with the people you work with and interact with. You need to develop a relationship with the people you’re going to manage or lead. No one wants to let a friend down. If they like you they will go to great lengths so they don’t disappoint you. You need to develop a relationship before you can move on to the final step – respect.

Respect: The final step in this 3-step process is respect. If you have established a rapport and developed a relationship with the people you work with and interact with, then chances are they will respect you for you. They may not like what you said or what you did but, they will respect you and will most likely forgive you. However, keep in mind that respect is reciprocal. You must give it to get it. You can’t demand it. People respect people that they have developed a relationship with.

Copyright (c) 2014. Brian Smith – Reformed Control Freak. Are you looking for a speaker who can deliver an entertaining and informative session on a variety of soft-skills topics including; communication, time management, coping with stress and dealing with difficult people and challenging situations better? Contact Brian today. He will work with you to insure your event is an overwhelming success. http://briansmithpld.com