People often ask me how I engage people so readily in conversation over the telephone. “Who do you say you are? Why do you say you’re calling?” With all calls, you want to give the person a good reason to talk with you, and not waste their time with small talk and listen very closely to how and what they share with you. The bottom line is I consider who I am talking to and try to think of all the ways the person might answer my questions to be prepared for the unexpected. Calls seldom go just as planned. Don’t take yourself too seriously and keep that smile on your face.
This is the first in a series of blogs to improve your collection skills. Figuring out how others are motivated is a great start. Even if you’re cold calling, you can get a hint of how they might be motivated by learning more about their profession. People like that you appreciate their occupation, and I have found this to be a prime motivator to get people to open up to me regardless of their profession. It also pays to be polite regardless of which profession you are targeting. So many people are rude these days, especially to trades people, who feel they are taken for granted.
While GE uses rivalry to stimulate innovation, I believe it can also be used to support other functions such as competitive intelligence in the case of war gaming, in particular. Another group that responds well to healthy rivalry, if you publicize their contribution, is Sales. People are naturally competitive and want to be the best, so healthy rivalry that advances your company’s goals for innovation, improved competitiveness and winning more deals—is a good thing!