Sales Coach Pierce Marrs

“The Sales Moment; Issue #146″

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Something strange happened to me yesterday. I had a delightful conversation with a twelve year old. Yes, a twelve year old. My nephew Jack is smart, sensitive and engaging. He is curious and knows how to listen.

Why am I so surprised? Because this young man’s generation will lose the art of face-to-face human relation skills if know one teaches them. Studies show that thirty-five percent of second and third graders own cell phones. When texting became the preferred method of communication of this group, their ability to communicate began to deteriorate.

Recently, I was riding with a good friend and salesperson and he mentioned how impressed he was with a gentleman who can seem to carry on a conversation with anyone and is well versed in many different subjects.

This skill can help you in all areas of your life. Recently, I heard a friend of mine say that he wants to stay current so he can properly communicate with his grandchildren. That is a mature, open-minded approach compared to someone saying, “I’m older and wiser. They should talk about what I want to talk about”.

By developing this skill you can communicate with a variety of people and build rapport quickly. A good conversationalist draws people to them. You have probably seen the opposite occur when a person is clearly trying to flee from someone who has not developed this skill.

Here are a few rules to help you become a great conversationalist.

1. Become a master at being interested in other people, ask good questions and most importantly, listen carefully to their answers.
2. Remember a good conversation is balanced with a healthy give and take. I like to use the “Marrs 70/30 Rule”. Allow the other person to talk seventy percent of the time.
3. Avoid controversy. You could alienate the other person and lose the sale and relationship.
4. Be interesting and fun. Do not be a one-topic pony. Take the time to be informed on a variety of subjects.
5. Watch the other person’s body language. If you pay attention, these clues will tell you if the conversation is going well.
6. Be positive and enthusiastic. Nothing will repel people quicker than criticizing, condemning and complaining. Thanks Dale Carnegie.

Being a good conversationalist is possible with practice and can help you break the ice, make more sales and build stronger relationships.

Have a great week!

Pierce