Have you ever asked a
client a question that can be answered in a sentence or two and they’re still
talking 10 minutes later?
Or maybe asked for more
detail on a sales issue and been given a one line answer?
Are you the person that is
only interested in the big picture (big chunks) and give very brief responses
regardless of the question... or do you give a very detailed response (small
chunks) when a brief outline is all that’s needed?
Have you ever noticed that
some people in your team or company complain that they weren’t given enough
information about what’s going on - and yet others felt that they got too much
information to digest, and they were at the same meeting!
Some people only want a
brief outline of the situation; others want to know every detail. Which one are
you? Which one are your top customers – and prospects?
This can be a major source
of frustration when the two extremes meet. The person with the ‘big chunk’
preference goes into shutdown when given too much information and the one with
the ‘small chunk’ preference is dissatisfied with the level of detail they
receive!
So what do you do?
NOTICE!!
It’s easy to ascertain
which preference is at play when you talk to ANYONE.
Then it’s down to you!
When you are communicating
with your clients and prospects you absolutely must match their level of detail
in order to stay in rapport. Too many details will confuse and irritate a big
chunk person and too much vagueness will upset the small chunk person. Give
them a level of detail they need and check for understanding.
And - you need to
communicate to people around you the level of detail YOU want so that they can
deliver. Don’t expect people to know what you need!
If you can identify and
respond to whether someone likes to communicate in ‘small chunk’ or ‘big chunk’
language you’ll generate far better customer relationships, sales management
within your team and general sales success when it comes to increasing sales!
And you might just get on
much better with your family this Christmas!
Until next time...
Leigh Ashton
020 7903 5426
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