Summary:
In his article 'Being and Time,' German philosopher Martin Heidegger introduces a philosophical framework that emphasizes the importance of authenticity, being fully present, and caring in sales and relationship building. Heidegger's concept of 'Dasein,' or 'being fully present,' in sales is about more than just being physically present. It's about being fully attentive to and understanding the client's needs, and being there for them in a meaningful way. This authenticity is a key element in successful sales. Understanding and applying these Ideas can truly enlighten and inform your approach to business.
Listening:
A challenging aspect of any conversation is developing the habit of listening rather than dominating the conversation by talking excessively. No, I am not that interesting, no matter who told us we were. It's easy to talk about myself when I'm in conversations with others. We can all find ourselves amused by our life histories. However, it is imperative to stop talking and start listening. This act of listening can make the other person feel valued and respected, strengthening the relationship.
"Talk to someone about themselves, and they'll listen for hours."
How to Win Friends and InfluencePeople by Dale Carnegie
Developing authentic friendships that will lead to working together will be a natural transition from acquaintance to business prospect to genuine friendship. The process requires you to learn about your friend's background, family, and what is important to them, rather than focusing on yourself. What can you do to improve their lives, help their client, or help them put bread on the table?
Find someone who develops enough friendships and relationships to do business, and you will have a whole and enriched life. The journey is never complete!
"Loyalty & friendship, which is the same to me,
created all the wealth that I've ever thought I'd have."
Earnie Banks, Chicago Cubs, shortstop and first baseman, 1953-1971
Giving Advice:
Some people habitually advise others, often with the best intentions, whether asked for or not.
However, it's essential to recognize that this habit can be a source of irritation and can lead to unwanted conflict.
However, overcoming this bad habit can lead to significant personal growth, inspiring you to focus on your development.
Not overcoming the irritation and giving undesirable opinions to others displays a subliminal inferiority on the part of the giver. Because of my superior intellect, I am qualified to offer my opinion. I don't care whether you ask or not.
Provide advice when requested by the other party or when you have a financial interest, such as a potential monetary gain. Otherwise, keep your mouth shut.
Compassion, Understanding, and Empathy:
These are qualities that are ever-present in our lives and businesses, regardless of our personality type. Whether family, neighbors, friends, acquaintances, relatives, business associates, or prospects, they exist and must be dealt with. Treating them with tolerance, dignity, and respect may be challenging, but it is crucial to our growth and development.
Taking the high road sometimes means putting yourself out there, listening, to try to comfort others, and helping them with their challenges.
80/20 Rule:
20% of the people and friends in your life give you 80% of life's satisfaction. Conversely, 20% of the negative, disrespectful, and unreliable people will result in 80% dissatisfaction. Tolerating people with negative attitudes, hostility, rudeness, condescension, game-playing, or jealousy does not fit into a satisfying life journey. Included in this group are superficial, sycophantic, and parasitic friendships. Eliminate all these people from your life, pronto?
I must admit that I meet people, even some close to me, who have no personal friends. I am suspicious when people do not value relationships and friendships. I am also suspicious when a person is too nice, and has only nice things to say about very little.
Being Ever-Present: example
Let's consider a scenario where two different salespersons are performing their jobs. The first salesperson was given an instruction manual on how to call many prospects. The person complies and calls, hoping the process will yield immediate results. This is a common approach in sales, where the focus is often on the product or service being sold, rather than the client's needs and interests.
"Hi, this is Jacob from ABC Company; we sell widgets. Are you interested in purchasing these beautiful widgets?" Jake is focused on the "we," meaning his company and the sales process, rather than the client and the client's needs. Jake shows little interest in developing any relationship with his prospect, let alone long-term, lasting friendships. Jake #1 associates with other low-performing individuals in the office and exhibits hostility toward more successful colleagues. Every excuse is provided for his lack of success.
Samatha has been trained to focus on getting to know the client and meeting the client's needs. "Hi, this is Samatha from ABC Company. I came across your name on LinkedIn. You sure have a professional presence. I also reviewed your website and found your unique background to be very interesting. Would you happen to have a few minutes to discuss your unique platform of success?
Samatha is fully aware that she is focusing on the customer rather than the process. She is consistently present in his presentations and listens attentively to the needs of her customers and clients.
A client is more likely to respond favorably to someone who complements them and wants to know more about them. Samatha is far more likely to develop a lasting relationship with the client than Jacob. Samatha focuses on developing long-term relationships that turn into friendships. A good percentage of her new business comes from referrals. Her success story is a testament to the power of authentic relationship-building in sales, inspiring us all to strive for meaningful connections in our professional lives.