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Selling is all about building trust and confidence, which can rest in the quality of our website, our advertising and how our reputation travels. Trust can also be built simply by taking the time to get to know people …we start off as strangers and as we find areas of commonality can become friends. Too many people, in my experience, go networking to dish out business cards and aggressively work the room to maximise their ‘face time’ with people.

Personally I like to set my sights much lower. One good conversation is my target for any networking situation and I would prefer to find one new friend, than hand out 10 business cards and not really get to know anyone.

The art of chatting doesn’t have to be limited to face to face contact either. We can Skype or use messenger services, such as WhatsApp, to keep in touch and chat about life and work.

Chatting brings results, so have fun and go and talk to people!

Next time: Differentiation!

About 20 years ago personality profiling was all the rage and, to me, it seemed like you couldn’t order a coffee without someone trying to work out what that told them about your inner self. One company I used to work with would only promote people according to their profile results, taken at their interview and never updated. This, of course, is hugely unethical and I’m sure many of us have a similar story to share.

However, used ethically and safely a personality profile can really help us to get the best from people. We can identify where friction may occur in a team and can then organise targetted coaching, or training, to improve team dynamics. We can discover the hidden talents of our colleagues and can arrange roles and tasks so that people play to their strengths.

I used to thoroughly dislike profiling and the people who professed to be experts, who were in fact struggling with their own lack of Okness. Being a curious fish I decided to find out more, and became qualified to administer and assess them, and in doing so overcame my own prejudices.

Profiling is now a key part of my business and helps clients to see themselves with clarity. LaunchPad is the one I favour as it can be used online and contains favourites such as Belbin’s team roles and Kolb’s learning styles.

This week if you need clarity about yourself, or a colleague, or a team, please get in touch. Psychometric success can lead to greater organisational success.

Next week: Chat Your Way To More Sales