Do you Click? By Rocco De Leo

As a salesperson, not much ranks higher in importance than the ability to quickly "click" with a multitude of people. A high level of technical knowledge is useless if no one is listening. Ori and Rom Brafman in their Bestseller "Click", write of several important traits. The three traits that seem to resonate the most to me are vulnerability, proximity, and similarity. With sincerity, these traits, used in context will open many doors that "spin selling" leaves shut.

Becoming vulnerable tells your counterpart that you trust them. Usually, that tells his/her psyche that you are trustworthy. Being vulnerable doesn't mean having a good cry with someone. Be human, show them who you are. Slow down with the sales pitch.

The old adage in real estate "location, location, location", is huge in sales. People click with those around them. If you are out of site, you are out of mind. Make sure you are close to those you need to be close with. When you are ate business dinners, networking events, or conventions, proximity is key to the ROI you will gain. Know your players, and make sure you are close to them.

Finally, similarity is a sure "clicker". People tend to buy from people they trust. People are more apt to trust people with similarities. This can be an alma matter, hometown, interests, etc. Find out who you are selling to, and learn about them. With Facebook, Twitter, Google, Linkdin, etc, there is no excuse to be in the dark. If you take away one, and only one thing from this blog, please make it this: be sincere about your similarities. If you hate folk art, don't fake it. People are multifaceted, you should be able to find something. If you find this to be on ongoing problem, you may be in serious need of some hobbies.

Thanks to the Brafman's for a great read! Read the book and enjoy good selling!