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Episode 298: Your Approach Matters: The Small Shift That Wins Conversations
Episode 298:
Sales is a numbers game, but it is also an effectiveness game. The way you approach someone new can determine whether they lean in, listen, or shut the conversation down.
Three Words:
Your Approach Matters
Episode Summary:
In this episode, Lisa shares a real-life moment with a young pest control salesperson who was cold-knocking in her mom’s neighborhood. His effort, courage, and activity were impressive, but the conversation created a bigger lesson for every sales professional: activity matters, but the approach behind the activity matters even more.
Lisa breaks down how salespeople can create better first impressions with new prospects by being more disarming, respectful, and curious. She also shares why tracking numbers is important, but improving effectiveness within those numbers is where real growth happens.
Key Takeaways:
First impressions open or close doors
Before people understand what you sell, they decide how they feel about you. Your tone, words, and energy create the first layer of trust.
A disarming approach lowers resistance
When you respect someone’s time and give them permission to say no, they may be more open to listening.
Activity matters, but effective activity matters more
Sales is not just a numbers game. It is an effective numbers game. The goal is not only to reach more people, but to create better conversations.
Curiosity earns the next step
A strong approach does not lead with a pitch. It leads with awareness, relevance, and a thoughtful question.
Small adjustments can change outcomes
A better opening line, tone, question, or follow-up can turn the same amount of activity into stronger opportunities.
Disarming Sales Example:
“Hi, I know you were not expecting me, and I will be brief. I am working with a few families in the neighborhood around lawn care, and I am not sure if this is even something you need. Would it be okay if I asked you one quick question?”
Reflection Questions:
How am I approaching people who do not know me yet?
Do I sound like I am trying to sell, or trying to understand?
Am I tracking only my activity, or am I also tracking my effectiveness?
What is one small adjustment I could make to my opening line this week?
How can I make my first impression feel more respectful, calm, and helpful?
This Week’s Challenge:
Look at your numbers, then look deeper. Review your calls, emails, cold calls, or client outreach and ask: Where can I improve my effectiveness? Focus on one part of your approach, your opening line, tone, first question, or follow-up, and make it better this week.
Memorable Line:
“Your numbers tell part of the story. Your approach tells the rest.”
Closing Thought:
Sales is not about convincing people to care. It is about creating enough trust that they are willing to have a conversation.
Three Words to Remember:
Your Approach Matters
Until Next Time.
Connect with Lisa:
https://www.linkedin.com/in/lisathal/
http://threewordmeetings.com
http://threewordpodcast
View all episodes
By Lisa Thal
5
1010 ratings
Episode 298:
Sales is a numbers game, but it is also an effectiveness game. The way you approach someone new can determine whether they lean in, listen, or shut the conversation down.
Three Words:
Your Approach Matters
Episode Summary:
In this episode, Lisa shares a real-life moment with a young pest control salesperson who was cold-knocking in her mom’s neighborhood. His effort, courage, and activity were impressive, but the conversation created a bigger lesson for every sales professional: activity matters, but the approach behind the activity matters even more.
Lisa breaks down how salespeople can create better first impressions with new prospects by being more disarming, respectful, and curious. She also shares why tracking numbers is important, but improving effectiveness within those numbers is where real growth happens.
Key Takeaways:
First impressions open or close doors
Before people understand what you sell, they decide how they feel about you. Your tone, words, and energy create the first layer of trust.
A disarming approach lowers resistance
When you respect someone’s time and give them permission to say no, they may be more open to listening.
Activity matters, but effective activity matters more
Sales is not just a numbers game. It is an effective numbers game. The goal is not only to reach more people, but to create better conversations.
Curiosity earns the next step
A strong approach does not lead with a pitch. It leads with awareness, relevance, and a thoughtful question.
Small adjustments can change outcomes
A better opening line, tone, question, or follow-up can turn the same amount of activity into stronger opportunities.
Disarming Sales Example:
“Hi, I know you were not expecting me, and I will be brief. I am working with a few families in the neighborhood around lawn care, and I am not sure if this is even something you need. Would it be okay if I asked you one quick question?”
Reflection Questions:
How am I approaching people who do not know me yet?
Do I sound like I am trying to sell, or trying to understand?
Am I tracking only my activity, or am I also tracking my effectiveness?
What is one small adjustment I could make to my opening line this week?
How can I make my first impression feel more respectful, calm, and helpful?
This Week’s Challenge:
Look at your numbers, then look deeper. Review your calls, emails, cold calls, or client outreach and ask: Where can I improve my effectiveness? Focus on one part of your approach, your opening line, tone, first question, or follow-up, and make it better this week.
Memorable Line:
“Your numbers tell part of the story. Your approach tells the rest.”
Closing Thought:
Sales is not about convincing people to care. It is about creating enough trust that they are willing to have a conversation.
Three Words to Remember:
Your Approach Matters
Until Next Time.
Connect with Lisa:
https://www.linkedin.com/in/lisathal/
http://threewordmeetings.com
http://threewordpodcast