Nicholas Boothman on connecting in business

August 7, 2003


Do you want to learn proven techniques that will help you communicate better, build a network of contacts and sell more effectively? Nicholas Boothman, a leading expert in face-to-face communication and author of the best-selling How to Connect in Busines in 90 Seconds or Less, shares the secrets to building rapport and achieving success.


Bonnie Jacklin
Wingham, Ont
How do you overcome objections about the price of an article you are selling?

NB: When someone objects to the price say, "You are concerned with the price." The person will say, "Yes" and know you have understood. Now say nothing. Let the client talk. Don't fight it; let the person talk about it. Then they are more likely to buy. Usually saying it's too expensive is not the real issue - let them talk about their concerns.


Louis-Jacques Boucher
Granby, Ont.
Hi. I am in sales, and I always fear that my client can see through my communication that I am eager to get the sale, as if I want the commission only, but in fact I really value the opportunity to help and serve. So my question is: Is sales a form of theatrical performance or is it an innate skill?

In linguistics we call this type of question "a double bind." The answer is, "It's neither." My question is, "Do you talk to yourself this way?" If you do, and you do it without thinking, it is a very limiting bad habit. Drop it.

NB: Here are a few tips: Use an honest icebreaker - a simple statement: if it's raining outside you could say, "Oh well I guess you don't have to pay for your car to get washed today."

Be honest, synchronize body language and be enthusiastic about the product. Confidence comes from competence. Competence comes from, product knowledge, product knowledge and more product knowledge.


Susie Ferreira
Mississauga, Ont.
Is there such a thing as being "overly confident" during an interview? Lately I have had several interviews which have all gone extremely well..or at least that's the impression I've been getting. I do know that there is a fine line between confidence and arrogance -- that, I am not. I try to stay calm, make eye contact, am pleasant, friendly, well spoken and always professional, but still can't get the job. I'm starting to wonder. Thanks

NB: Get feedback. If you feel you had a good interview and you didn't get it phone back and ask for feedback. As long as you are open and honest and remove any pressure people are generally helpful.


Jim Moody
Brampton
How to overcome voicemail. Constantly being put in voicemail and never getting a reply. Also sometimes not even getting the decision maker's name.

NB: People respond to faxes, get creative, go through the people around them.


Radhika
North York
I am in Referal(Network) marketing business based in Toronto. I specialize in nutrition and skin care. When I meet people for the first time, how can I make the best impression so that the other person feel comfortable and like me? How can I service my customers effectively and make them my loyal customers? Thanks.

NB: Look 'em in the eye, smile, open your body language and use open questions. They have to buy you before they buy your product.


R. Thomson
London
I am a travel consultant trying to connect or sail around prospects(?),people at seminars or other gatherings, who seem to have the perfect avoidances such as: "sorry, we already have an agent", "we love to travel but(we just bought a house...we just came back...we are too old...it is too dangerous...etc.)" There must be better and proven methods to evoke more positive responses. Yes, I have checked literature regarding techniques. Thanks.

NB: Without knowing you this is difficult to answer. These answers are all brush-offs. Sounds like the people don't feel comfortable with you. Make sure you are connecting properly; make sure your first impression makes people feel safe around you. Once again, look 'em in the eye, smile, open your body language and use open questions. They have to buy you before they buy your product. Also make sure you are synchronizing the other persons overall body language and voice characteristic. People like, trust, buy from and make friends with - people who are just like them.


beverley
caledon
I am a real estate rep. I often work the kiosk in the mall for the company. I find I am an information bureau mostly and even if I get names, email numbers or phone numbers they are either wrong, or never returned. How can I get these face-to-face people to contract with me?

NB: Practice finding common ground with people. You should be able to find stuff in common within sixty seconds without being obvious. Concentrate on this, as well as the other stuff I've mentioned above, instead of seeing people as dollar signs.


Antti
Montreal
What is the best way to handle a generation gap, meaning how do you get older, established people to believe that you are serious regardless of your age?

NB: Don't kid yourself - there is no generation gap - it's just an overworked metaphor. Concentrate on everything I've already mentioned and you'll come across as charming rather than alarming.

Turn your first impressions into lasting relationships.


Have fun connecting.

Nicholas Boothman