The ability to be 'Present'...

Something not talked about nearly enough in sales.

Yet the impact it can have is profound.

It's one of the major keys to highly effective communication.

But what does 'being present' actually mean in practice?

In my mind it means:

➡️1.

Deep listening, more alert than 'active' listening - the ability to listen out for what is NOT being said, what's between the lines, reading people's tone, inflection, pauses etc.

➡️2.

Not thinking about your next 'perfect' question or self-serving response.

➡️ 3.

Allowing yourself time to think by letting the words of your prospect land properly.

➡️ 4.

Being aware of & not falling into the trap of being hijacked by your 'reptilian' or 'reactive' brain. In short it's the ability to become aware of and 'manage' your emotions.

➡️ 5.

By pausing and speaking slower, demonstrating self-confidence to engage your prospect on a deeper level.

➡️ 6.

By being honest and admitting when you don't know something or are unclear on a particular point. Not just agreeing on auto-pilot thinking: 'When can I pitch my solution?!'

➡️ 7.

Calling out the elephant in the room - i.e. something blindingly obvious which needs said.

Example - your prospect is rude and seems disengaged. Confront the situation assertively (not rudely): "It seems like you'd prefer to take this meeting in a different direction?" Tone is key.

Being present is one of the most effective ways of getting to the truth of your prospect's situation.

They will feel your presence, empathy, understanding & interest, and will be more inclined to open up as a result.

They'll sense through your tone that you're not just single-mindedly pursuing your own objectives - whilst simultaneously trying to use them as a commission ATM.

Being present is one of the most important things professional actors work on.

Without it they can't connect emotionally with their fellow actors, and can't get much beyond a surface level interaction.

The ability to be present is to be human.

Or as Mark Goulston (author of 'Just Listen') put it:

'People just want to feel heard, felt & understood."

Work on this daily - it's where the magic can really start to happen.