How to Successfully Connect with Others

Business is made up of interpersonal communication, whether in person, by phone, over the Internet, or via whatever new electronic instrument that outperforms yesterday’s darling device. The most revealing communication, because it reveals so much more in terms of nonverbal information, takes place in person. Everyone can benefit from the nonverbal aspects of person-to-person communication. Leaders benefit by knowing how their staff members are feeling about the process of reaching set goals. Salespeople benefit by knowing if they’re on the right track in terms of sensing the feelings of the prospective customer as they ask for commitment. Team leaders benefit by sensing how close the group members feel to one another as they merge their efforts in accomplishing the most recent mission or project. We are interested in hearing-and seeing-how others talk, for the most part, so we can sense the subtext behind the context of the situation, making the business venture, whatever it is, a successful one. Having good sense about people is necessary, both within the organization as well as between the organization and its clients or customers. To the extent that a sense of alliance in the first case and a sense of allegiance in the second can be formed, success will be enhanced markedly. This accounts for at least a third of lying business (the Awareness Factor) and how well we perform with the use of this information (the Performance Factor) determines our degree of success. The following three suggestions will help you increase your ability to connect with people on both a personal and professional level: • Don’t Overanalyze! Make important decisions based on both rational facts as well as the gut feeling you have about the deal. • When you treat people with integrity, authenticity, and concern, you become more powerful. This is true both in terms of being effectively persuasive as well as in bottom-line dollars. • Listen, show that you’ve heard—then sell! Remember, people don’t buy until they feel they’ve been heard.