Earlier this month I wrote a blog post about the “appearance of distraction” versus “I’m here and present.”
The more and more I think about it – the more I see technology being used as an excuse or perhaps just an enabler for conversation avoidance.
My definition of a conversation is an exchange of ideas between people.
There must be a back and forth:
Sharing – observing – listening – rephrasing – sharing more – expressing what someone else’s comments made you think – listening more – you get the idea.
It’s not something you can get without direct human interaction.
As salespeople we do our prospective customers a disservice by starting the relationship while prospecting with these conversational shortcuts we all use.
Then, they become a conversational habit we continue through the relationship.
Ironic, because most of the time the actual exchanging of ideas isn’t present.
Instead you make your point (click send)…
the prospect makes theirs (it dings back into your inbox)…
like a tennis match you both keep lobbing your thoughts over the net
to just have new ones whacked back at you.
The same thing is true when sales managers and leaders have an idea they want to get out of their head and off their desk. Most write an email instead of having a conversation with the salesperson (or people) on their team.
Sending that email, means missing out on a conversation — the exchange of ideas — with the very real possibility of something BETTER coming out of it.
Here is something for you to ponder: does this lackadaisical communication style impact your integrity?
To me, there IS a ding to personal integrity when we do less than we know we can do, when we do something in order to avoid doing the RIGHT thing.
…Dare I say it? We sacrifice integrity when we do the EXPEDIENT thing instead of the BETTER thing.
This week I’m going to challenge you to practice taking the conversational long road.
- No matter how a request comes in, pick up the phone or walk over and speak with the person making the request.
- Instead of sending an email, send an appointment request to have a conversation.
- Etc…
Believe me, this is an example of slowing down to speed up your results.
Conversations ARE crucial!
All my best,
Lynn
ps. Let’s have a conversation. Click here and let’s compare calendars.
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