In small talk, as a luxury professional, the less you speak, the better.
The reason that people struggle with small talk is simply not knowing what to say or how to say it.
We then resort to boring, boring topics like the weather.Instead you should encourage clients to talk about themselves.
There is one topic of conversation that we all adore, and that's ourselves.
We absolutely believe, without exception, that we are the most captivating, most interesting subject on the planet. Research shows that when talking about yourself , the same brain areas as indulging in good food, talking about talking drugs, or even having sex is used.
It's a neurological high that you can leverage to your own advantage.
In small talk, as a luxury professional, the less you speak, the better.A client can leave a 45 minute conversation having talking about nothing but themselves and think "Wow, I really liked them." and you've hardly said a word.
And I can make this even easier for you with a simple formula, and it's called the ARE formula. Anchor, Reveal, Encourage.
我可以用一个简单的公式让你更容易，这个公式叫做ARE公式。锚定、揭示、鼓励。
Typical sales 101 encourages open ended questions like "How's the weather in Paris?" to which, you'll likely get a lackluster reply. It's mundane, and people see through it. It's boring as well.
Using the ARE formula , it goes something like this.
1:
First anchor the conversations by connecting it to your mutual reality. For instance, "Oh, you've just returned from Paris."
2:
Next, reveal something about yourself related to the anchor that you've thrown out. Like, "I was there last August, and it was scorching hot. I didn't get to enjoy the city as much as I hoped."
3:
Finally, encourage by asking a question and letting them take the lead in the conversation. For example, you might say, "I imagine it's far more pleasant this time of year. Do you usually stay in the center of Paris?"
Mastering this technique takes practice, but it's not rocket science. Do be careful! Most people overlook the reveal element in small talk, turning their conversations into interrogations.
Focus on offering follow up comments and questions to keep the conversation flowing.
So there you have it. Use the ARE formula to engage with high net worth individuals, and I guarantee you that they'll find you more intriguing and less boring.