A sales conversation is a search for shared beliefs and knowledge to advance your buyer from problem to solution. Your curiosity, compassion, and effort at connection will get you through the mirror.
Curiosity: Every interaction is an opportunity to learn something new. About another person. About how something works or doesn’t. About yourself.
Compassion: Every interaction is an opportunity to demonstrate care about the buyer and what they tell you.
Connection arises when our words and actions reflect that we’ve learned something about that person and can contribute to their wellbeing.
The act of being listened to is so rare. We are seldom with people who pay complete attention to what we’re saying (and not saying).
The “3-Cs” remind us to be that person.