Avionics News May 2013 - 56
series
BUSINESS BASICS
B Y
G R E G
L A S L O
Creating Chemistry
Focus on your Likeability to Build Trust
O
ne of my favorite businesses is about 600 miles away
from my home. It happens to be a specialty retail store,
and whenever I’m in the area, which occurs once or
twice a year, I make sure to stop. In the 10 years since I first
walked through its doors, I’ve easily spent thousands of dollars and many hours of my time there.
During the course of the relationship, the people on the
shop floor have certainly changed many times, but the
culture hasn’t. While the new folks always seem to
be amazed that I would go out of my way to pay a
visit, they take the time to show me what’s new,
answer my questions, browse my shopping list
and simply chat.
And that’s what I like about them. We’re like
long-lost friends, even if we haven’t personally
met yet. I sense they have a lot of customers
like me because the business is, in a nutshell,
pretty darn likeable.
This is probably not a term you have
ever associated with a business; sure,
you may have liked a couple on
Facebook – probably to get insider
coupons and discounts – but this
is different. This involves customers working with an organization because they enjoy the relationship. And according to sales
experts, this emotional connection
is completely under-rated.
A likeable culture affects not only
your customers, but also your staff,
management and strategic partners.
56
avionics news
•
may
2013
Photo courtesy PhotoXpress.com
Adopting a certain set of practices – including smiling, giving
others your undivided attention and allowing everyone to be
their authentic, solution-oriented self – makes you the kind of
place customers go out of their way to shop and refer friends.
From first impressions to delivering a project, understanding
how likeability works and how you can build on yours helps
create chemistry that allows your business to thrive.
FIRST IMPRESSIONS
Today, avionics customers are more educated and savvier than ever. Not only do
they come to you armed with their own
research, but they also have already
gone a few laps with sales people in
other parts of their lives. They have been
taught by that experience to be skeptical;
even before you start asking questions or
diagnosing their needs, they’ll start sizing
you up.
In particular, they’re trying to decide
if they like you, according to Colleen
Stanley, president of training company SalesLeadership Inc. and author
of Emotional Intelligence for Sales
Success. All things equal, she said,
we’d all rather buy from someone we
like than anyone else.
That’s a pretty good reason to present
a likeable demeanor when you first meet
with a customer. “To me, it really is the
first step in the sales process,” Stanley
said. “It’s the first step to building trust.”
http://www.PhotoXpress.com
Avionics News May 2013
Table of Contents for the Digital Edition of Avionics News May 2013
Point of Communication
AEA now
The View from Washington
International News and Regulatory Updates
Beltway Briefing
Power Redundancy in the Age of Digital Cockpits
Member Profile
Capital Quest
Avionics News Through the Years
Equipping for International Operations
A Conversation With...
Member Profile
What is Australia Waiting For?
AEAviators
Going Global
Business Basics
The History of Avionics
Meet the AEA Board of Directors
A Real-Time Look at Airborne Weather Radar
Aviation Aces
Legal Ease
What's New
Marketplace Classifieds
Avionics News May 2013 - Intro
Avionics News May 2013 - Cover1
Avionics News May 2013 - Cover2
Avionics News May 2013 - 1
Avionics News May 2013 - 2
Avionics News May 2013 - 3
Avionics News May 2013 - Point of Communication
Avionics News May 2013 - 5
Avionics News May 2013 - AEA now
Avionics News May 2013 - 7
Avionics News May 2013 - 8
Avionics News May 2013 - 9
Avionics News May 2013 - 10
Avionics News May 2013 - 11
Avionics News May 2013 - 12
Avionics News May 2013 - 13
Avionics News May 2013 - The View from Washington
Avionics News May 2013 - 15
Avionics News May 2013 - International News and Regulatory Updates
Avionics News May 2013 - 17
Avionics News May 2013 - 18
Avionics News May 2013 - Beltway Briefing
Avionics News May 2013 - Power Redundancy in the Age of Digital Cockpits
Avionics News May 2013 - 21
Avionics News May 2013 - 22
Avionics News May 2013 - 23
Avionics News May 2013 - Member Profile
Avionics News May 2013 - 25
Avionics News May 2013 - 26
Avionics News May 2013 - 27
Avionics News May 2013 - Capital Quest
Avionics News May 2013 - 29
Avionics News May 2013 - 30
Avionics News May 2013 - 31
Avionics News May 2013 - Avionics News Through the Years
Avionics News May 2013 - 33
Avionics News May 2013 - Equipping for International Operations
Avionics News May 2013 - 35
Avionics News May 2013 - 36
Avionics News May 2013 - 37
Avionics News May 2013 - 38
Avionics News May 2013 - 39
Avionics News May 2013 - A Conversation With...
Avionics News May 2013 - 41
Avionics News May 2013 - Member Profile
Avionics News May 2013 - 43
Avionics News May 2013 - 44
Avionics News May 2013 - 45
Avionics News May 2013 - What is Australia Waiting For?
Avionics News May 2013 - 47
Avionics News May 2013 - 48
Avionics News May 2013 - 49
Avionics News May 2013 - AEAviators
Avionics News May 2013 - 51
Avionics News May 2013 - Going Global
Avionics News May 2013 - 53
Avionics News May 2013 - 54
Avionics News May 2013 - 55
Avionics News May 2013 - Business Basics
Avionics News May 2013 - 57
Avionics News May 2013 - 58
Avionics News May 2013 - 59
Avionics News May 2013 - The History of Avionics
Avionics News May 2013 - 61
Avionics News May 2013 - 62
Avionics News May 2013 - 63
Avionics News May 2013 - Meet the AEA Board of Directors
Avionics News May 2013 - 65
Avionics News May 2013 - 66
Avionics News May 2013 - 67
Avionics News May 2013 - A Real-Time Look at Airborne Weather Radar
Avionics News May 2013 - 69
Avionics News May 2013 - 70
Avionics News May 2013 - 71
Avionics News May 2013 - 72
Avionics News May 2013 - 73
Avionics News May 2013 - Aviation Aces
Avionics News May 2013 - 75
Avionics News May 2013 - Legal Ease
Avionics News May 2013 - 77
Avionics News May 2013 - What's New
Avionics News May 2013 - 79
Avionics News May 2013 - 80
Avionics News May 2013 - 81
Avionics News May 2013 - Marketplace Classifieds
Avionics News May 2013 - 83
Avionics News May 2013 - 84
Avionics News May 2013 - Cover3
Avionics News May 2013 - Cover4
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