When it comes to business conversations and sales pitches, I do not agree with the idea that starting out with “good news, bad news” or a potentially negative thought or comment is a good thing. I belong to the other school of thought, which is, start a conversation by saying something pleasant…
I really do feel strongly that in the world of business, pleasantries and friendly conversation are a strength. When you walk into a room for a meeting, a networking event, or a contract negotiation, I know that some people think that a person should come off as stern and strong and tough. But, I think that saying something pleasant and warm is a much better way to go and actually gives you more control than if you come in to the room all though. In my mind, it is the difference between being on the “offensive” and building consensus and being on the “defensive” and setting yourself up in opposition to the other party or other people in the room.
A sincere “Good morning, I sure do like your blouse. What a lovely color.” can be powerful and set the energy tone for the entire conversation. Now, this is not to say that sugary comments and fake pleasantries are a good thing. In fact, if you are insincere and syrupy people will know it and you will develop a reputation as someone who can’t be trusted. Even if someone else starts off on the defensive or with tough or negative talk–you can shift the energy and the direction of the conversation or pitch by warming things up with pleasantries. Just use your people and social skills and stay calm, warm and pleasant. You’ll be surprised how well things can go when you start off by saying something pleasant.
See Also: Why You Should NOT Trash Your Competition
Parents–Behave Yourselves on the Sidelines!