egyii blog

Many of us have attended courses on selling skills, communication skills, rapport-building skills etc. On these courses we usually learn a step-by-step process for getting from where we are to where we want to be, whether this is closing a sale or merely making our client feel comfortable.

The trouble is, when we are interacting with our client we are more focused on the process than on the human magic that is taking place. We have a set of questions well prepared, and by hook or crook we are going to get through those questions by the end of the meeting. And while we are thinking about our goal for the meeting, we are missing out on what our client is really telling us with her body language, tone of voice and choice of words.

Not only that, we fail to enter this magical kingdom which opens up second by second during the conversation. We operate on some kind of auto pilot where our responses to what our client is communicating have already been decided long before she started talking.

But if we just forget about our goals, our processes and our own thoughts and enter the conversation second by second, we will find a new world of knowledge and understanding opening before us. And as we learn, we respond with an authentic thought and feeling so that as our words come out of our mouth, our client feels truly listened to and understood. And this is the magic we all need in our communication. Just open our minds, switch from auto-pilot to present consciousness, and respond naturally to whatever comes our way.

This, my friends, is the secret of persuasion.