With more than 40 years of cumulative experience in strategic selling and leadership, UpTempo's founders regularly share tips we learned along the way.
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It is time to get back to the basics, whether you’re a sales professional, a Founder, or a sales leader.
I’m not talking about perfecting your mirroring techniques, role-playing your pain questions, or switching sales methodologies. Instead of focusing on techniques, strategies, and steps, let’s be more fascinated by the people we meet!
I’m a big fan of John Barrows’ podcast “Make it Happen Mondays” (Founders, John’s content could be an excellent way for you to understand your sales team better) and loved his recent episode with Valerie Fridland, professor and Ph.D. in the field of sociolinguistics. (To be fair, I’m a bit of a language nerd.)
Valerie studies naturally occurring alignment, and she speaks about communication accommodation theory. She points out that we subconsciously lean into people when trying to connect with them somehow.
Authenticity is so important, but when we try to apply strategies or steps - people tend to sound robotic and lose all personality. Instead of focusing on those steps, why do you want to enter into each conversation by letting go of any preconceived notions you may have about your prospective customer(s), genuinely listening to them, and responding in kind?
Approach each customer conversation with purpose rather than strategy. Think about the larger goal and open yourself up to each person. Feel connected! This may sound a bit squishy, but the science backs it up!
Let’s all spend a little more time being open and curious.
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