Secret of a Successful Business Interview

There is no mystery about successful business intercourse. Exclusive attention to the person who is speaking to you is very important. Nothing else is so flattering as that. 

-Charles W Eliot.

‘Eliot himself was a past master of the art of listening. His listening was not mere silence, but a form of activity. Sitting very erect on the end of his spine with hands joined in his lap, making no movement except that he revolved his thumbs around each other faster or slower, he faced his interlocutor and seemed to be hearing with his eyes as well as his ears. He listened with his mind and attentively considered what you had to say while you said it… At the end of an interview the person who had talked to him felt that he had his say.”

-Henry James,

Novelist

Successfully Selling Trust

We don’t attempt to compete price-wise, but we can more than compete service-wise. Consumers always go back to people they can trust. Think about it for a moment. All of us like to do business with people we can trust. Can you imagine going to a doctor and not having any confidence that the treatment is any good? Can you imagine doing business with a financial institution whose trustworthiness was suspect? Could you be happy with a mate you do not trust? No way.

 The same rule applies in selling. If people really trust you, if everything else is even closer to being equal, they will do business with you.

 There are five reasons people will not buy from you:

1. No need
2. No money
3. No hurry
4. No desire
5. No trust

The best of the five – No Trust – is the most difficult to understand and the most fundamental to possess. The only way to separate personal rejection from business refusal – when the prospect says no – is to understand the importance of TRUST in the sales relationship. People MUST trust you before they buy from you, and if you are not the right kind of person, people will not buy your goods on service.

Courtesy: Zig Ziglar

In Control of Attitudes…

• If you lose control, you lose. Period.

• Only people who manage their attitude avoid being managed by others.

• Anytime you have contact with anyone, you broadcast your disposition through facial expression, tone of voice, posture, handshakes, handwriting, voice-mail message, decision-making, managing, leading and the rest.

• Emotional strengths, not intellectual strengths, are what are most required to get to the top.

• The higher up you go, the more critical it is to control your disposition. Subordinates will watch and study your inclinations and then match theirs to yours. By controlling your disposition, you can literally affect their performance as your own.