Guide Somebody Thinks This Is Somewhere

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You'll also find that you naturally replace the suggestions below with your own go-to phrases -- things that roll more naturally off your tongue. But these will get you started. The word cordial has two conflicting meanings: These first phrases in the cordiality group are the easiest ones -- the introductions that make a positive impression and set the tone for what follows.


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They're also some of the most basic phrases you've likely been advised to use since kindergarten. Yes, we start with the most basic and simple, but a lot of people don't bother with them. Imagine your last experience at the DMV, and do the opposite. I love this phrase as a greeting, since it's polite but also packed with meaning.

Being polite costs nothing. These are the kinds of introductory phrases that are conspicuous by their absence.


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Or any phrase through which you're subtly suggesting that you'd like to do a small favor for someone. It's a big pet peeve for me when people say "No problem" instead of "You're welcome. We live in an informal world for the most part, but trust me on this one. If someone has earned a degree or a position with a title, they've put a lot of their life's effort into achieving and perfecting it. So address them by it, at least once in your conversation.

Even if they respond with, "No, please, call me Bill," they'll appreciate it. Cordiality is step one; frankly it's about as far as a lot of people get. Think of how many times you've been at a networking event or in a social situation where you and another person can't keep the conversation going past "hello. To take things a bit further, think about what most people like to talk about more than anything else in the world: Then, give them an opportunity.

They'll likely open up. Tell me about what? Where did you get that jacket? What mode of transportation did you take to get here? What's the best vacation you've been on? Who's the one person you want to meet tonight and why? Anything to give the other person a chance to start talking about what he or she wants, believes, or has experienced.

Obviously this only works if you actually know something that the other person might be willing to share. It's effective because you're giving the other person a head's up that you're truly interested in what it is that you're asking them to talk about. Of course, in this case you have to introduce the person to a third person, but it works wonders.

Somewhere Quotes

You're basically inviting another person to hold court for an audience. For some people, there's no greater compliment. Recognition is related to interest, but it adds a component of reaction. You're not just telling the person that you're interested in them, you're verifying that they've had some kind of impact on you.

That assuages one of the darkest fears that most of us carry inside somewhere: Each of these phrases, when used sincerely, indicates to another person that they have value in your eyes. How can anyone fail to react positively? Finish the sentence any way you can. If you know the person a bit, you might say that you're impressed by how they always have great stories about the weekend, or always eat healthy food in the office. Be impressed by how they manage to carry their bag and coat at the same time.

Just recognize something about them, and tell them. This one is like the last suggestion, squared. We all wonder what other people think of us. Here, you're telling them -- hopefully about something great. If you've had at least one previous interaction with someone, this can be a wonderful phrase. Maybe you took their suggestion -- and went back and got your master's degree.

Maybe you've never met them before today, but on their advice you tried the little crab pastries that the waiters were offering. People like to give advice that other people follow, especially when it works. Everybody loves hearing this. Especially if you're a fast thinker who takes pride in advancing other people's ideas, trust me: My most recent company, LendingOne , offers loans to real estate investors.

Cordiality

Now, in all honesty, there are a dozen other competitors in our space that offer the same thing. Same kind of loan, same interest rate.

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So, we can't win on straight price comparison because then we're the same as everyone else. While other companies may offer the same exact loan, we get back to our customers in minutes--whereas our competitors take hours, or even days. We take the time to build a relationship with each and every customer. We get them on price, but we keep them on service. Which means, when a customer is comparing your own company to one of your competitors, you need to be aware that there are only four reasons people truly buy a product or service.

I asked Lewis Fogel , an authorized licensee of sales development training program Sandler Training in Delray Beach, Florida, to weigh in here, since he is an expert in overcoming price objections. According to Fogel, here are the four reasons someone buys in the first place.

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Using the exact same terminology and examples makes you sound like everyone else. Second, you need to be inquisitive. You have to ask better questions, and make them feel like you are more knowledgeable than the rest. And third, you have to listen close and understand what it is they're truly asking for, instead of just responding with blanket statements. Fogel goes on to explain what to do when a potential client or customer asks the hardest question of all: Why should I work with you? Say something along the lines of, "That's a great question.

But depending on what you're looking for from a new provider, and depending on your relationship with competitor X, maybe it makes sense that you do nothing and stay with that competitor. Can I make a suggestion?