In the world of sales and marketing, we will face alot of new client/prospect everyday.
Marketing people are often full of attraction because of proactive attitude and their enthusiasiasm.
How long we have to chat to warm-up the whole conversation?
How can we "close case" (create successful deals?)
Can we impressed them for the next appointment?
There is a few opinions that i would like to share after the Port Dickson trip:
First of all, Striking a simple conversation by simply smile, saying "hi", greets etc.
WORSE result : the prospect just simply act like he/she didn't noticed you. (often those who are low in self esteem also do this)
PD trip : Mr K invited us for a volleyball game yesterday, what were our response?
I met their group near swimming pool at night.A big smile and greeting "hi" bring us
to exchange our hp number for the volleyball match the next morning.
2nd , warming up the conversation using the concept of F.O.I ( family occupation interest). Often this is when you get a clear picture of his mindset and background for
WORSE scenario : classic One-Way-Traffic with the answer of YES/NO. Conversation stops here.
PD trip : After we finished the game, I asked K about his Occupation (as it's the only thing i am interested in)
3rd, Find out the common interest. This is the climax of the conversation, we have to tagged to the topic that our prospect is interested/ highly motivated to tells you. Make it a memorable one by sharing the common interest.
WORSE scenario : the conversation is flat however it's a first step in knowing your prospect.
PD trip : Our common interest is playing volleyball game. Make it a memorable one and we really have a the other match next morning!
It sounds simple, as simple as A B C, but some people just refused to make it.
PD trip , when Mr K came over to invite us into a volleyball match, i noticed many couldn't engage in the conversation probably because:
i) typical shy-shy type
ii) NOT proficient in English / Cantonese (language problem)
iii) NOT skillful in volleyball
A single hand cannot claps! thats why we must either take it or leave it and not procrastinate (dunno what2 do)
NO PROBLEM!
This is my first experience in volleyball game. I don't even know the basic hand position/style to hit the ball!
I just try my best to play, learn , laugh, shout, give-me-5 etc..
ENTHUSIASM!
Our brothers have all the skills but they are just a-bit passive in SOCIALIZING...
If they choose to unleash their ultimate potential, the result is BEYOND imagination!
IF
You have a beautiful smile, USE IT !
You have talented in sports, USE IT !
You are highly proficient in English , USE IT !
Finally i really really enjoyed playing beach volleyball! YES Sang Kancil !
