Page 20 - Construction Talkies_Issue#32_March 2018

Construction Talkies Volume 32 March 2018

POWER DOSE Ajit Kumar

Regional Manager,
South

Name, Place, Animal, Thing…

People of my generation would have definitely played the game Name, Place,
Animal, Thing in their childhood. Though I played it, I got to know the real usage
only when I came into sales.

How?
Sales is all about relationship building. Relationships are built with conversations.
For conversing with someone you need some common areas of interest. That’s
where the game Name, Place, Animal, Thing comes in handy.

• The first battle is won when you address someone by their NAME during your
second meeting. That shows that you remember people and you value people.
• Remembering the PLACES your subject likes the most or the PLACE he/she last
visited,
comes next.
• The names of their PETS are next, followed by
• The material THINGS, which they are inclined to, the books they read etc.
Remembering these few pointers can make the conversation and relationship
smooth and steady.

I remember this customer meeting, where I saw a picture of his pet dog, a Labra-
dor. By simply engaging in a conversation about an ANIMAL, I was to form a con-
nection as people love to talk about their pets.
Anything, which grabs your attention at the customer’s office or his table is a point
of conversation and triggers many talking points.

And, for all this to happen one should concentrate during customer conversations.
So, start practicing NOW!