Shift from debate and discussion . . . to dialogue and engagement
Why can't we relate to our customers and prospects the same way we do to friends and neighbors?
Introducing a new conversation to sharpen sales & marketing focus, while creating stronger human connections --
Dialogue is a communication process, a "skilled conversation" that focuses on collective thinking, teamwork and collaboration. Practiced routinely, over time, dialogue helps work groups and individuals perform at higher levels.
Researchers at MIT's Sloan School have been studying Dialogue as an important part of organizational learning for over 30 years. Linda Ellinor and Glenna Gerard wrote a great book on Dialogue with work groups in the workplace that was simply called Dialogue.
Ellinor and Gerard said that "to engage in dialogue is to look for a whole between the pieces of communication and information. It is to get past all of the little things that separate us, and to focus on the major underlying bonds and themes that unite us."
Pure dialogue is a tolerant, respectful conversation. Some basic qualities are to: a) value listening more than speaking; b) value understanding more than agreement; c) value learning more than persuasion; and d) value cooperation more than competition.
Dialogue is an intensive style of discourse that moves groups and individuals from the competition and exclusion often found in the marketplace to increased collaboration, partnership and inclusion.
In selling situations, dialogue can be used to accelerate lead qualification and to lay the groundwork for loyal, longer-term customer relationships. At every stage of the sales cycle, dialogue can be used to improve performance and learning.
To begin -- just start adding more questions and inquiry into your conversations.
(Credit to Linda Ellinor and Glenna Gerard).
To share your thoughts, email david@fieldstonehill.com.
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