The Art of the Conversation

So many young people today have grown up in a world where conversation comes second to a condensed version of the written word. Through text messaging and emailing, many people today have lost the ability to facilitate a conversation. But I believe that this is the first step to beginning a relationship, especially in the development of any business transaction.

One of the most important skills any professional can have is the ability to make introductions. I like to say a thing or two about the person I’m introducing, especially if it is something that may quickly explain their position, affiliation or association to me or the group. In social situations, I will usually direct the conversation toward areas that the two being introduced could have in common. It is a great way for further conversation to be initiated on their part, and after a few minutes, you can excuse yourself and leave them alone.

In a business setting, conversation needs to be kept light and interactive. Remember that this is not an opportunity to lecture or preach. The best way to initiate good conversation is to ask questions to find a common ground. In these situations, I remember to do the following:
• Smile, listen be interested and in the moment.
• Avoid giving inappropriate background information about yourself and asking questions that are too personal.
• Listen to the individual’s answers and respond accordingly.
• Don’t be too opinionated or judgmental.
Today I will tell anyone on my staff at firstPRO that the art of conversation is an invaluable skill to have. When you know what makes a person tick, you can initiate any business relationship. You can naturally draw others less confident into the conversation, and you can assist them in navigating the social scene. You may even be included in invitations you might not receive otherwise.

After many years in sales, I have worked hard to find common ground with every prospect or client. There were times I had to work extra hard to find that common ground, but I learned that you can always find it. Your ability to facilitate a proper conversation might just be the first step in landing your next big deal.