Impactful Conversations

Impactful Conversations:

   

In the Sales boot camp (conducted by my organization, Microchip Technology)which I attended some time back opened me to the new world of selling.  In this boot camp, we were taught, coached and practiced conversations that matter most to our clients.  One important learning for me was "Impactful conversation".  When I think about it further, it unfolds two facets.

1. First part is, How are we impacting the lives of our clients, ( hopefully in a positive way?) by Discovering and Developing a business insight by answering the three big questions: How do they make and Save money and Mitigate Risks.

2. The second part is, Delivering a business insight which has a positive impact on their business.  (which will make them take actions). 

The first facet is all about “WHY”!.  As a responsible Sales personnel, one should always have conversations which lead to understanding “WHY” they are doing “WHAT” they are doing?.  Here one should provide the burden of proof, Searching and Re-searching the information for example; statistics of the market and business conditions, Testimony (from similar industries/business), Examples, and Facts by having client conversations.

The second facet “The delivery” of insight.  It is the facet of How and What.    It is all about creating a vivid imagery in the minds of our clients.  They should appeal to the senses of clients and stir client’s imagination.  This particular conversation must be a feast for the ears and thought-provoking to the mind.   It should be to the point, to be specific, and simple. 

Communicating with impact comes naturally to women and more so to married women.  I am sure, all married men agree with me.  It happened recently; my better half was down with a viral fever (flu).  She barely ate anything on those days.  She maintains a small kitchen and balcony garden in the home.  She nurtures all those beautiful plants.  I rarely / barely step into that area.  But, I proudly show them to guests who visit us.  During her sickness, we intelligently ignored those plants and her garden.  She was observant for a day.  Next day when I went to her with a fruit platter and a glass of hot water, She looked at me and towards the glass of water.  I held the plate near to her and insisted that she must eat fruits and drink hot water.  She did not speak a word nor ate anything from the plate.  It was a perfect “Golden Silence.”  I could not resist the silence, and I started talking again.  She looked into my eyes and said “ If you are not feeding those plants, then don’t give me water as well,” she went on, “Let me die like those plants.”

It was so powerful and made a great impact on my laziness.  I watered those plants for a couple of days and later, she took it over.  The words rendered by her were so powerful that, they reverberate in my ears even today whenever I am at the dining table.   I keep thinking about this incidence, what made her deliver this message with impact; Perhaps, her “WHY, HOW, and WHATs” are like twinkling stars in a clear sky. 

I keep wondering, can I communicate with such an impact during my client conversations? Perhaps, yes, when I go with the attitude of serving them. 

Srinivasprasad Magal

magalsrinivas@gmail.com