Episode 288 - What's First? - Connect or Credibility
I was traveling with a famous personal development speaker (not going to reveal His name).\xa0 It had been a very long day and we arrived at our next destination.\xa0 It was very late at night and we were checking into our hotel for our speaking engagement the next day.\xa0 He asked the young lady for an upgrade and she said that they did not have any upgrades available.\xa0 He said, do you know who I am?\xa0 No, she said.\xa0 Do you know how often I frequent your hotel?\xa0 Sorry sir, I don\u2019t, she politely responded.\xa0 He started to raise his voice and get angry.\xa0
When she would not give him a complimentary upgrade, the anger escalated as he asked to see her manager.\xa0 She slowly said I am the manager.\xa0 He left disgruntled and he did not get his upgrade.\xa0 I approached the desk and said I am sorry for that, nobody should treat you like that.\xa0 She said that\u2019s OK it is part of the job.\xa0 We chatted for a bit and I made sure there was a connection and at the end of our conversation she said, thank you for your patience, would you like a complimentary upgrade?
We have all had the experience of feeling an instant connection or bond with someone after just a few seconds of being in their presence. This is the Law of Connectivity. On the flip side, we have all met someone that rubbed us the wrong way or even repelled us.\xa0 We instantly did not want to be around them.\xa0 Then we meet some people we need to persuade and they don\u2019t want to connect.\xa0 They want to get down to business.\xa0 Their face says, \u201cQuit trying to be friendly \u2013 What\u2019s the bottom line?\u201d
6 Reasons Salespeople Win or Lose a Sale
How do you know in that first 30 seconds if you should try to connect with them or go straight into credibility?\xa0 What signs are you looking for?\xa0 How should you start your presentation?\xa0 Join me for this week\u2019s podcast as I discuss when to know when to connect or when to build credibility.
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