jim@millikenproject.com

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Wednesday, April 13, 2022

Listening, Seeing and Persuading

     Shut up and listen.
     Simple to say; not always easy to do, and quite a complex challenge when properly understood.   
     We need to remind ourselves that this process is about the other person as well as ourselves. Any time we're in a conversation, there's something we want from that process -- and we believe the other person has it. 
     At the very least we want to maintain a favorable impression. It's a form of sales, actually.
     The sales professional bases the pitch on research, observation and analysis, some of it done in advance, some in direct preparation and some while the process is under way.
     For starters, the homework. What evidence is there of the prospect’s history with the subject, and current interest in it? The pro also mines his/her own experience and enhances it with current observation.
     That basic information is used to shape our thinking about how to organize the presentation, however informal it is. Through the initial pleasantries, we don't want to forget our purpose, and the reasons why we think the other person should be interested in it
     Then, as the actual process unfolds, the pro examines and analyzes how the prospective buyer is reacting. On the fly, there are continuous adjustments.