Before getting involved in an interaction with someone, ask yourself a couple of questions:
• How can you make people feel important upon meeting them for the first time? (Be sincere.)
• Are you trying to sound interesting or truly interested in them? (This is very important.)
• How can you stand out without knowing what they expect of you? (Product knowledge)
By realizing that most people are very similar and possess somefundamental qualities by which you can appeal to them, you will be able to stand out and excel in your interactions. Remember, it never hurts to pay attention to people, to give them a compliment, or to highlight their strong suits.
Questions are an amazing way to control communication
A properly placed question can showcase your intelligence, product knowledge, and interest in the person, as well as direct the conversation towards your intended outcome. You could use this opportunity to gain rapport by appealing to the person’s ego.
Try these questions if you’re unsure of where to begin:
• What do you do in your spare time?
• What is important to you?
• How long have you been thinking about getting in shape?
• What have you done in the past with regard to your health and fitness?
Direct Questions – These are questions you ask based on some knowledge of the person. Some of this information can come from their guest registration. You use these to steer the conversation in the direction that you want.
• How is it that you are so passionate about wanting to get in to shape?
• How long have you been walking or hiking?
• Where do you hike?
Follow-Up Questions – These questions are the ones you use to dig deeper into the conversation.
• Do you remember how you felt when that happened?
• Can you elaborate a little bit on this topic?
• Do you remember what was going on in your mind at that time?
Appeal To All Senses – When interacting with someone, ask questions that appeal to all their senses. This will make you more interesting and, most importantly, memorable.
Be Sincere, Be Interested – If you’re going to ask questions, it will help if you have a sincere interest in the person. Not being sincere and faking interest could very well be taken as an insult.
Pay Attention – If you’re interested in crafting brilliant follow-up questions, then this is a crucial step. Use what the person says to steer the conversation deeper into whatever direction you like. It's okay to take notes along the way.
Ask Open-Ended Questions – If your goal is to keep the person talking and open up to you, then ask questions that require more than just a yes or no answer.
Use It or Lose It – Don’t just read about these tips, go out there and try them right away. That’s the secret step between reading these articles and internalizing them.
Before you know it, this approach will become second nature, and your telephone and presentation skills will get better and better.