Coerce the Collision

The ability to relate to people is as purchasable a commodity as coffee or corn.  Employers pay sizably for this charismatic competence.  Some people have magnetic personalities to associate and converse with others that catalyze connectivity.  Others struggle to initiate, develop, and sustain relationships.  There is a significant parallel in this ability to connect and the understanding of the personal characteristics that increase this probability.  Think about an individual who you feel possesses the attributes that cultivate these relationships.  Now think about the qualities that enable them to do so (Humor, Persuasiveness, Intelligence, etc).  Are these traits innate or can they be learned and improved upon? The psychological reality is that, if properly focused on, we can augment the likelihood of better relating with prospective clients, friends,  and/or associates, to effectively develop relationships.  When we are inevitably faced with the challenges of getting in front of applicable decision makers and connecting with them it can be a very delicate situation given that it is extremely easy to ‘Blow It’.  The only way to assure a win is to concentrate on a mutually beneficial outcome.  By this I reason that if we continue talking we move towards centered goals, if we decide not to keep talking we know why, and we make better use of everyone’s time.  In doing so we maximize the chance to connect and minimize the risk of blowing it.  A few areas to consider are:

• Commonality- Shared interest, needs, and/or desires.
• Attention to Detail- Considering words, tone, body language and proximate circumstances.
• Intent- Objective of moving forward.
• Trust- Belief that their best interest is regarded.
• Benefit- Advantages of continuance.

Once we have connected we have an opportunity to effect the decision making process.  If  we can influence one’s thought through dialogue, we increase the likelihood of being a part of the conversation when a decision is made.  The power to influence decisions is the most important communication skill that we can have.  In order to ‘Coerce the Collision’ of our solutions and qualified prospects, we must be astutely aware of:

•  How we approach our prospective client
•  How our prospect perceives our approach
•  Making adjustments accordingly

Although we can and should exercise the relational agility that will turn the volume up or down based on our prospect’s behavior, we proceed with confidence and responsibility.  Great Selling!

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