With different personalities come different styles of communicating. Don’t go assuming that everyone else receives information in the exact same way that you do. There are times when they’ll find you interesting to listen to while others could find you boring. This is important when you’re mastering the art of getting straight to the point.
People who communicate internationally (like those in B2B telemarketing) know this far too well. In some offices, people would want to hear the last line first, and get impatient with the details or small talk. But in others, many would take offense if you walked into their office on a Monday morning and began discussing the status of a project instead of politely asking how they’ve been. Some people respond best to a fast pace of speech, while others are overwhelmed by it.
Transforming Your Approach
If you want a reliable kind of conversation with prospects, you need to grasp their preferred form of dialogue. The good news is that there are different ways to get to the point that will help you match those preferences.
- Going Really Direct – Quick and decisive. Going really direct can come off as a bit argumentative but good when you want to encourage either further discussion or head straight to a conclusion.
- Highly Spirited – Showing a lot of enthusiasm can be persuasive but it can also be prone to exaggeration. All that charisma is good when you’re on the same boat but not when you’re dealing with a skeptic.
- Precise and Systematic – This is the kind that really focuses on precise observations. It’s a good approach when stating a solution to a problem but carries the risk of being impersonal as well.
It’s always good to get straight to the point but the problem is the different ways to do it aren’t always so well-matched to the right listener. Think of those common movie scenes where a character tries to rehearse the best way to deliver bad news. They don’t try and say it in different ways for nothing.
These different styles aren’t just good for communicating with your colleagues and superiors. Your B2B clients are just an extension of them all. Know the advantages and disadvantages of these styles so you can get to the point without that point being painful.