Black Book of Connections: Are You Friendly? | TravelResearchOnline


Black Book of Connections: Are You Friendly?

“Do you consider yourself a friendly person?”

The Little Black Book of Connections by Jeffrey Gitomer, page 138

If you do not answer this question in the affirmative, then I will become instantly flabbergasted. We all think/believe we are affable teddy bears.

The hard truth is… many of you are not. In golf the phrase is, “Feel vs Real.” What you feel is happening may not be what is really happening.

Click on the book to grab your own copy of "The Little Black Book of Connections"
Click on the book to grab your own copy of “The Little Black Book of Connections”

The reason this is true on many occasions is that we don’t take the time to listen to how we sound when speaking to other people. We don’t make the effort to “watch” ourselves as we interact with others.

What you believe to be an upbeat, jovial tone on a telephone call may in fact be coming across as boring, tired, and uninterested. You don’t hear yourself as I hear you. You don’t see yourself as I see you.

What to do? Begin video taping yourself when possible. Record your phone calls and review them with an open mind. Listen to yourself as your customer or prospect might listen to you.

My recommendation above is a good one. In fact, I do it as do most professional speakers. We must do it if we are to become better at our trade. The sad truth is that most of you reading this column will not do it. Enforcement is beyond my control, but I highly recommend that in this case, you become the exception. You career may be hanging in the balance. Listen to yourself in action. Video your performance.

Now that you have done a little homework and a ton of self-correction, how do you feel? Are you a friendly person? If yes, great. If not, you still have some work to do.





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