Motivation on the Run

What different languages do you speak, and how fluent are you in these languages?

In this context, I’m not talking about foreign languages, but perceptual languages. Salesmen have known for years that people “talk” about themselves whether they are speaking or not. To “listen” intently and understand what the other person is “saying” is critical to sales success. This is the realm of true salesmen and others can learn from their lead.

How many times have you heard someone say, “He sure talk a bunch, he should go into sales” or something to that effect. Well, contrary to popular opinion, people who “talk a bunch” make terrible sales people, because they are too busy talking to understand what the prospect needs, but I digress.

The art of listening goes deeper than the ears. People speak volumes in other ways, and that is what you have to read. These are the languages you must speak and interpret everyday.

From my experience there are five different languages that every salesman needs to speak fluently:

personality

body

voice

surroundings

words

Over the next few days, I will explore each of these in more detail, but think about each of these in the context of meeting someone for the first time. In the first few moments, you will learn many things about him. Let’s look at this quick example.

As you meet for the first time, you smile, extend your hand for a shake, you exchange hellos and names. Now, tell me what you know about the other person.

Come on, more than that, think harder.

Did he return your smile?
How was his handshake?
Did he look you in the eyes?
How is he dressed?
How is his grooming?
How’s the voice?
Is he outgoing?
Does he appear confident?
When he sits, how is he positioned?
What is he doing with his hands?
Is he friendly?
Do you like him?
If others are present, how do they respond to him?
If meeting in his office, what are the personal touches ?
Is he in control?

We make these decisions within the first few moments through the use of the five languages. We must learn these languages to improve our effectiveness and to function as interpreters, because there is always someone standing there who doesn’t speak the language.

[tags]silent language, sales, success, leader[/tags]