by: Ben SteinHow to Communicate Effectively
In the course of climbing the corporate ladder, or of just managing the little corner of the world you occupy, you have to communicate with people. It's not always easy, but you have to do it.
Frankly, I don't see how people can advance in their careers if they don't know how to have a conversation. For most people, work not investments is their livelihood.
1. Begin by knowing that the people you're talking to mostly want to talk about themselves
They want to talk about their lives, their tastes, their views. To the extent that you let them do that, you facilitate conversation and good feeling.
They want to talk about their lives, their tastes, their views. To the extent that you let them do that, you facilitate conversation and good feeling.
2. Establish common ground
Find out what's your conversation partner like or prefer to do, and instantly create common ground to "lift the veil"
3. Say kind, generous things to your conversation partner
Talk about how beautiful his home area is. Talk about how you have seen the mountains there and how fabulous they are. Talk about how bracing the air there is. If they react negatively to compliments, again, move on to the next topic or the next person.
Talk about how beautiful his home area is. Talk about how you have seen the mountains there and how fabulous they are. Talk about how bracing the air there is. If they react negatively to compliments, again, move on to the next topic or the next person.
4. Keep your comments brief
Don't respond to a question about where you're from with a long, detailed answer about all the places you've ever been. Talk about how you are that day in a short, punchy way. Answer in detail only if your partner asks in detail.
Don't respond to a question about where you're from with a long, detailed answer about all the places you've ever been. Talk about how you are that day in a short, punchy way. Answer in detail only if your partner asks in detail.
6. Don't brag unless you do it in a funny way
Don't tell people how much money you make. Don't tell people how cool you are. No one likes a braggart. No one likes to feel small compared with anyone else.
Don't tell people how much money you make. Don't tell people how cool you are. No one likes a braggart. No one likes to feel small compared with anyone else.
7. Unless you're specifically asked about it, don't talk about religion at all
You're very likely to make enemies and not at all likely to make friends if you bring up religion.
You're very likely to make enemies and not at all likely to make friends if you bring up religion.
8. The same goes for politics
You can hardly hope to meet someone whose political views exactly match yours, so you can easily offend by pressing your views on someone else. Just smile and listen quietly and go on to the next thing.
You can hardly hope to meet someone whose political views exactly match yours, so you can easily offend by pressing your views on someone else. Just smile and listen quietly and go on to the next thing.
10. Make whatever points you need to make in a hurry, and then leave
Don't feel your time and your conversation partner's time have no value. Time is everything in life, and you oblige people by saving their time. In a job interview, for example, make whatever points, always complimentary you care to make, answer questions, and then leave. But leave with a smile and a firm handshake.
Don't feel your time and your conversation partner's time have no value. Time is everything in life, and you oblige people by saving their time. In a job interview, for example, make whatever points, always complimentary you care to make, answer questions, and then leave. But leave with a smile and a firm handshake.
Ben,
I do agree with you communication play important part in our lives. In business, a good sentence might brings you million dollar contract or a bad sentence might blew it all. Fortunately, we can learn and improve our communication. For me, as insurance agent the best way to learn how to communicate is to meet prospects everyday and practice, practice, practice. Even we can't speak fluently, we must demonstrate sincerity, humble, respect to our customers during the conversation. Don't pressure yourself, be relax during the conversation, handle the objections and closed the deal.
3 comments:
You are right. Communication skills and being able to communicate well is the key elements of business deals.
However, in the line of insurance, apart from good communication skills and interpersonal skills, one of the most important criteria of success and more importantly, sustainable success is: Customer. The question you need to ask is: Why should they do business with you?
Fundamentally, your job is to satisfy their needs, not your perceived needs. So, you need to address their plight, their future and their financial abilities. Most of all, help them to plan their risks and damages in the event it happens.
After a deal is done, it is not the end but a Beginning; you need to ensure that they are delighted with the products they had paid for, and most of all, you make yourself readily accessible to them when they need to talk or need to process claims.
Apart from this, personal touch are added importance. Remember their birthdays and those in their families. Keep in constant contact and if there is anyone sick in their family, do visit them.
All your customers must feel satisfied and delighted, all the time, if possible.
WILLIAM
I totally agree with your father advise to you. communication skill, of couse is of paramount importance,however, there are more to that as pointed out by seefoo.
Take me so example, I have bought 6 out of the 10 policies from one agent alone and the other 4 to 2 agents.
Reason: Because I feel comfortable when talking to him. 1st class service
Also:
He does not pursue customer to buy instead customer want to buy from him.
He show data, records and claims of those unfortunate who have benefited from it.
would you belief me? - he talk less than the customer
Can you get new client introduced by existing client?
Be careful, never mention the scary word insurance until you are very sure(right moment),otherwise you will be avoided.
sorry for the rojak above
seefoo yeoh
when are we going to have lunch?
lalseang,
thanks for the advice that come out from ur heart. after surviving the first 3 years, i guess my communication skill has improved and ability to build rapport among the customers brought me here today. last year, i slow down on cold canvass coz i get some referals from customers. you are correct that agent need to talk less and listen more. nobody want the agent to run the whole show and show how good he is or how much money he can earn. customer needs facts and 1 point u mention that customer would like to buy from him rather than some agents push, push and push. i can capture what u said, im not perfect yet but i guess on the right track. gives me more advice in the future ok. lifelong learning!!!
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