Ways to improve selling skills in IS standard documents

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[Music] [Music] it is friday night and you go to your local grocery store for a snack and there you run into another czech person that you don't know here in prague would you talk to that person just like that probably not now imagine you're in alaska the united states and you go to the local grocery store somewhere there and there you run into another czech person would you talk to that person probably yes uncommon commonality makes a connection between you and connects two people that would otherwise be strangers for me as a salesperson this is essential for you uh it's a skill worth having sales it's not about being the wolf of wall street if you know that movie aggressive selfish after the money closing every deal it's not about selling a product it's not about selling a service it's more about finding out what the other person really needs establishing a true connection so you can truly help them and i mentioned maybe for you this is a life skill worth having because it can help you manage situations that otherwise would be very scary you will apply for a job you might ask your boss for a raise you might help on some project to raise funds for charity you might ask someone out on a date when i was 18 or 20 i really admit all of these situations were scary to me but if you know a few simple techniques or principles if you practice these communication skills you can handle scary situations with pleasure so what are the things or how can you practice sales skills every day there are four principles that can help you with that and the first principle is this you have to ask great questions and that's useful everywhere start with who what when where why and how and then listen just ask the question and don't try to answer don't try to say anything give the other person the space that they need to express themselves follow up and let the other person talk at length all that they want because it's not about you and from that follows the second principle when you ask a great question you have to listen and that's not just about the physical act of hearing listen you see is a concentration exercise where you really have to focus all your attention and energy on that one person in that moment and with that a powerful thing happens and you do actually something of great value for the other person because most of us if we're not going to a therapist or if a friend doesn't really have time for us don't have other people really listening to us and our story so with that you can actually be of service and help the other person understand themselves the third principle is to speak the truth it is sometimes very tempting to go along with what the other person said imagine tonight you talk at the after party about this event and somebody says i like this talk the most and you will go inside your head well i didn't like that don't be silent speak the truth but be polite because like this it's way simpler to do business and handle life when you build trust with those around you by speaking the truth the fourth principle is also very important be yourself sales and communication is not about being somebody else copying some role model maybe you are shy maybe you are timid maybe you speak with a silent voice or maybe your laughter sounds like a ramstein concert it really doesn't matter because sales is about establishing connections between people that lead to cooperation and cooperation only happens when you're authentic because then people trust you if you are pretending to be somebody else it does not work so how the hell does this connect to your life and how can you practice it tonight originally i wanted to tell you how to make conversation at the after party but what i experienced in the first block was that everybody here is already very well connected good for you but imagine again that next week you go to some event at work at university where you're the only person you don't have any friends there there's no warming up there's no facilitation you don't know anybody that's a scary situation how do you make conversation with complete strangers ten years ago i met this new colleague at work and we didn't talk much in the beginning we were in different departments different part of the building but soon i found out that we both like motorbikes how did i find that out i saw on facebook that we both like motorbikes so i wrote a message and said hey we both like motorbikes and at some point we went out to have a chat and then we're there we talked some more and i found out wow we both like the right kind of music techno music i come from germany electronic music and we both like dancing to this music actually and we don't have to be forced by anyone well and today this colleague she's my wife and we have two kids and uncommon commonality and a lot of listening to one another let's just do that so how can you use that for yourself what what advice can i give you if you're already connected here if you go to a place where you don't know anyone search for that uncommon commonality and here the trick is look at other people's shoes just scan the room look at other people's shoes and then be curious and maybe you will notice oh i'm wearing vans this other person is wearing vans nike sneakers barefoot oh barefoot that's interesting and go to that person and just say hey i can see that you were wearing vans hi and smile and that bridges the gap it's that simple and then follow up with a question and ask something about the event ask them maybe how do you like the new job so far and then listen then be really curious and listening it's not about some tricks and techniques that they teach you like saying or nodding [Music] it's not about that it's you have to imagine that if you have 100 of energy and attention you give those 100 to that person in that moment all your attention and energy so they really perceive that you are listening to them and in that moment something clicks in that moment after a while when the person talks they will shift and they will say enough about me and what about you and then you can tell your story and like this you can make connections with complete strangers and the cool thing at least i think is that if you do that you never know where such connections will lead you and what will be the final outcome thank you [Applause] you