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PROFESSIONAL SELLING: Gregariousness for the Gregariousnessless

from Inc.

One of the biggest problems with the "seller/doer" project-management model embraced by so many geoprofessional firms is the "seller" part. Some practitioners love selling. Most seem not to, and some just refuse to. Those who do it, but somewhat reluctantly, probably wish they were more gregarious. Wishing won't do it, but practice can, especially if you are familiar with 25 phrases to break the ice, get "the other person" to talk, and then start a relationship. Some of these fall into the category of cordiality; e.g., "It's so good to see you"; "Please"; "Thank you"; and "You're welcome" (as opposed to the wretched "No problem"). You can demonstrate interest by asking something like, "I heard you have a great story about...," providing you know the person has such a story. From interest you can move to recognition, by saying, "You were right about..." or "You might not realize this, but..." From there you can go to phrases that challenge, set limits, enthuse ("Congratulations!"), and support ("I know you can do it."). The most successful sellers get the conversation going (these phrases make it easier) and then listen to what the other person says, asking questions to demonstrate you care. Thank you for reading. You can do this! more

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