#1167 The Art of Conversation

A Reminder: My new podcast, Selling in the Age of AI, is live! The second episode, featuring the great Chris Cline, Technology Expert, is available wherever you listen to podcasts.

Now for this week: The Art of Conversation

We all seem to have a lot to say.  We often believe that if someone just listens to us, they will understand. Sometimes, we only half-listen, and when something piques our interest, we interrupt.

Some of us practice “Boomerasking” - asking a question so that we can answer the same question as it pertains to us.

What is the most popular station playing in everyone’s head?  WII FM

What’s in it for me, radio.

 Dale Carnegie famously said,” Remember that the man you’re speaking to cares more about his own toothache than he does about an earthquake in China that killed 10,000 people.”

Here are a few suggestions for becoming an artful conversationalist. This is by no means a complete list; it’s just a few easy suggestions you may want to try.

-Disagree with a question rather than a statement

-When the conversation begins, think about getting beyond someone’s opinion and into their story

-Good conversationalists see and identify common ground. Bad    conversationalists look for differences and expand on theirs

-If you’re unsure, say so rather than pretend you understand.

-When you feel “Judgey,” ask more questions to better understand the other person’s stance.

-When meeting someone new, remember they are not what they do for a living. Ask questions beyond, “What do you do?”

And lastly, my personal favorite.  I have been practicing this one for 30 years.

-Especially when speaking to someone whose opinion differs from yours, imagine your forehead as the gates to a big, fancy estate. Then, hit the switch and watch them open widely to welcome ideas you may have turned away.

There is very little a statement can do that cannot be replaced by a series of well-thought-out questions—and questions land better. Good questions elicit good stories and deeper exchanges, which are more memorable. More memorable conversations are colored with good feelings and warmth toward the conversational partner.

How would you like to be remembered after your next encounter?

Own your sales