For sale professionals everywhere
…and yet it’s often how conversation starts.
Small talk that remains small talk is chatter and it rarely leads to anything substantial if left at that level. Chatter is annoying, especially to Dominant
and Compliant DISC
types are both highly talkative and will use small talk to build connection. Both need to be mindful of the differences in communication styles in order to connect.
It takes interest and willingness to ask questions and to listen deeply to the answers in order to elevate and deepen the engagement and create a greater authenticity.
In a sales engagement, small talk is good in the very beginning to create commonality…and for a true relationship to begin, the salesperson needs to make the next move.
Now, go sell something!