Connection is your ticket to the dance

We live in a world where we give our babies smart phones to play with, our children devices to watch at the table when eating out and where our teens communicate in social media shorthand using touched up images to get more likes.

 

We complain about the time we waste on our devices, but freak out when we lose our phones because our world lies inside it – our contacts, our memories captured digitally, our conversation histories….

Are we in danger of losing the art of real connection and conversation?  Is our ability to establish, develop and nurture relationships which we once learnt by osmosis, fast becoming something future generations will need to be taught?

Technology is a reality.  It’s not going anywhere.  It’s a vital part of our communication cache.  But as Simon Sinek says: Trust is not formed through a screen, it is formed across a table. It takes a handshake to bind humans . . . and no technology yet can replace that. There is no such thing as virtual trust.” 

Human beings are wired for connection: our mirror neurons help us empathise with others.  When we feel like someone “gets us” we’re more likely to trust them.

We’re wired for connection over efficiency, for relationship over price, for belonging over platforms.

The reason I love sales is because it’s all about people.  Connection.  Conversation.  Community. Service.

How well is your team connecting with each other?  How well do they form real and lasting connections with their prospects and clients?  How well do you?  Do your clients trust you? How do you know?

Regardless of how well we think we connect with others, we can always improve our ability to connect with a wider range of people, to maintain connections with more people and to deepen the connections we’ve already established.

 

Here are 5 questions to ask yourself when evaluating the effectiveness of your team’s connection skills:

Does each team member prioritise relationship building before a focus on selling?

Who is the best team member at doing this? What do they do that makes them great? What can others in the team learn from them?

If I asked our clients, would they rave about our communication skills? What are they likely to suggest we could get better at?

If there was a problem (regardless of its business nature), how likely is the customer to seek out their salesperson as a trusted advisor/part of the solution?

How well do I model the art of connection and conversation with my team? What message is my behaviour sending to my team?

 

It’s a mistake to simply assume our sales team comes equipped with connection and relationship building skills to the level we need them to be.  It’s time for us as leaders and organisations to step up and support them to be artful connectors, relationship nurturers and enable each person to honour the gift of service sales is capable of being.

 

 

View our other posts

Be the light that others run to

My cousin said this in our weekly Zoom chat.  She was referring to a friend who was that for her.    When we’re in the midst of darkness, we need direction.  We need a light to run to, don’t we?   Light of the soul, of the spirit.   Are we opening...

Support one another

It’s been tough enough over the last 20 months: we don’t need to make others bad and wrong in order to move forward.  It’s low level, distracting and unhelpful.   Instead, let’s see how we can unify behind one another to lift each other’s energy, emotion and...

The state of sales leadership

We’re witnessing and living through a time we’ve not experienced before.    A phase of constant uncertainty about the future – even with “re-opening pathways out of lockdown”.  In Victoria, we were told our 4 month lockdown in 2020 was to end all lockdowns...only...

Are you someone who just breathes in?

When I first heard someone say this, I loved it because it says it all!    Are you someone who simply sucks the air in, or are you someone who contributes? I’ve written a lot lately about the obvious difficulties we’re experiencing, selling remotely in a market...

I’m not a salesperson – why this isn’t helping

It’s getting tired actually.    I mean, how deluded are we when we’re responsible for driving any of the following and not join the dots to selling: Memberships Clients Revenue Sales Donations Corporate partners Retention Services Subscriptions Participants...

Is it time to readjust your sales force?

With changes to markets, and so much disruption going on, it is inevitable that companies are looking to the levers they can utilise to maximise revenue, and reduce costs so they can respond well now and place themselves in a stronger position going forward.  ...

The antidote to uncertainty

It’s everywhere…and for good reason.  Uncertainty.  What will the future be like?  How will it impact our business/our team/our customers/me?  What do I need to do to be ready for it?  What do I need to do today? When we don’t have certainty we create it for...

Sales Teams Need Strong Leaders

In workplaces, schools, businesses, politics, communities we look to leaders for strength, truth, hope and a clear path forward.    This couldn’t be more important for businesses everywhere than it is right now.  The right leadership will rally teams together in...

Getting Back Up

How many times can a person be struck down before they just can’t bring themselves to get back up?  We each have a breaking point.    There are superhumans who have a well of inner resourcefulness they draw upon that keeps them internally strong when all about...

Truth

  We know when we hear it.  We sure know when we don’t.  Conveying it without brutality however, is a skill worth cultivating. It’s not acceptable to simply vomit truth bombs on others without any regard for that person’s feelings, experiences or context, and...