“Getting to Know You” became a popular song first heard in the old film classic, The King and I. The song continues:
“…getting to know all about you. Getting to like you, and hoping you like me…”
The lyrics are very applicable in today’s environment of dating, entrepreneurship/sales and interviewing. A successful outcome for any of these endeavors is contingent upon getting to know one another well – first.
Lyrics ring true today
Trust must be the underlying motivating force to advance from dating to significant other, from interview to a HIRED! candidate or moving from prospect to client.
The likeability factor is also crucial. I frequently ask clients have they purchased from someone they disliked more than once? 100% of the time, the answer is “no”.
If there is an energetic disconnect between you and the other party, you will not continue dating, aspire to acquiring the job or even want the next potential client. Therefore every step of the way for getting to the selling process must be based upon building relationships for your best results.
Finding common ground
Your mindset must be focused on getting to know what motivates the other person and how they view the world. You must also find elements of commonality. The more you find you have in common, the higher you will rate on the likeability meter. Only in this manner will you have a solid foundation to move your relationship forward and make the sale however that may look like.
When the other party recognizes you care about them and you do have much in common, your likeability factor will increase significantly. This carefully thought out process will allow both of you to know each other well and bring about a win-win for all concerned.
Taking the process slowly but definitively by making certain the match is a good one before making the long term commitment, you will stand a much better chance of building a satisfying career, attracting a significant other, or a long term client who provides you with additional sales.
Underlying your relationship building efforts will be your marketing message coming across loud and clear that the other person is equally important. This alone will distinguish you from everyone else. In marketing it is called your unique selling proposition. In sales it is referred to as your competitive advantage.
Rising to the top
As you distinguish yourself from the crowded playing field, you begin attracting like-minded people to your way of thinking. This is true for hiring managers, partnerships or new clients. It is the unique you that people buy. Even when you represent the company of someone else, prospects begin to see the value in you.
Once the value you are offering is detected and you continue to strive to get to know the other person well, it becomes readily apparent your relationship will be mutually beneficial. Salespeople refer to this as a win-win.
And when you achieve the win-win, you recognize the Smooth Sale!
