As we have become increasingly consumed with screens, we\u2019ve started to lose touch with our most basic ability to connect with one another.<\/p>\n
MD of Vespa SA, Andy Reid, says that rather than handing out gadgets to each of his sales employees and letting machines do the work, “what I\u2019ve found consistently yields better sales results is human interaction”.<\/p>\n
“Technology enables us to be more efficient, but it shouldn\u2019t define the entire sales experience. We\u2019re already fully equipped with what we need to acquire a customer \u2013 our five senses.”<\/p>\n
Reid offers tips for going back to using our senses for business success.<\/p>\n
Stir up a feeling<\/strong><\/p>\n The sense of touch allows us to connect beyond a superficial, salesy greeting. It gives us the ability to pick up on each other\u2019s energy and create a comfortable and trusting environment from the get go.<\/p>\n Greet people with a warm, firm handshake to establish a sense of trust. Trust your instinct and trust your gut to guide you in conversation. When it comes to others\u2019 feelings, always be genuine and sincere.<\/p>\n Listen up<\/strong><\/p>\n You have two ears and one mouth \u2013 and they should be used as such. When you\u2019re having a conversation, listen twice as much as you speak. Talk more about them and less about you.<\/p>\n The other person will appreciate this and will be open to hearing what you have to offer. Face to face and belly to belly is always the easiest way to sell.<\/p>\n See it through<\/strong><\/p>\n Maintain eye contact during a conversation. Show interest in what the other person is saying and, more importantly, how they respond to what you\u2019re saying. Also, be aware of body language \u2013 both yours and the other person\u2019s \u2013 to help keep the conversation relevant and appropriate.<\/p>\n Leaning in slightly demonstrates that you\u2019re actively listening. Simple actions of agreement like nodding and smiling let the other person know that you\u2019re on their side.<\/p>\n Beyond just a taste<\/strong><\/p>\n Food and drink help make the atmosphere of a meeting more comfortable and less formal. Offering the other person something to eat or drink also slows down the rate of the interaction, makes it more natural and allows the conversation to happen at an authentic pace.<\/p>\n Try getting to know a client over lunch or a coffee. A simple gesture of hospitality makes the other person feel valued and shows their comfort and wellbeing comes first.<\/p>\n A scent to remember<\/strong><\/p>\n Smell can impact a sales pitch more than you might think \u2013 smell is immediate and emotional. A pleasant fragrance can attract a person\u2019s attention, uplift their mood and even tap into a happy memory or association.<\/p>\n When you smell good, it reflects on how well you take care of yourself and care about others. It\u2019s a small detail that speaks to your professionalism and can help make a lasting impression on the other person.<\/p>\n We need technology as it is an enabler, but we also need to realise the equal importance of using our senses in conducting business well to be a good communicator.<\/p>\n Where small businesses are winning in South Africa<\/strong><\/a><\/p>\n What it\u2019s like to be a small business owner in South Africa<\/strong><\/a><\/p>\nMore on business in SA<\/h3>\n