Using communication as a tool for fostering human connection begins with understanding the current level of conversation engagement.

I like to measure conversation engagement on a continuum to support my planning. It creates a visual scale illustrating where a customer relationship sits in the moment, versus where I’d like to be.

With time, a series of effective interactions is created which slowly develop trust & progress engagement to where buying decisions occur.

Even back in the eighteenth century, Barbe-Nicole knew what she didn’t know. She had the courage to embrace it. Regardless of what judgemental bystanders thought or said.

Her gritty nature didn’t give a damn.

As a sales professional, we must be mindful to not let our enthusiasm for demonstrating our superiority blind us from our Customer’s readiness for change. While features and benefits look good on paper, benefits will turn into threats if the Customer doesn’t feel safe with the change process.

Information alone is rarely enough to change someone’s behaviour.