FINESSSE in Sales - How to Get Past the Receptionist with Skill, Diplomacy, and Art

by Dave Kahle

Question:

Recently, as I was cold calling my target list in a new industry, I stumbled on my first serious opportunity. After meeting and gaining commitment from my new prospect, I asked the woman who first tried to screen me, “Why did you pass my call on to your boss?”  She said, “You had finesse.”  That was the first time anyone ever described it that way.  I have no idea what that means, nor would I know how to teach that to others. 

So, my question is, what is finesse?  Can it be described and learned, or does one just have to learn it by years of enduring screening gymnastics excellently performed by gum-popping receptionists?

Answer:

What an insightful and articulate question.  Honestly, until this question was asked, I had never thought about it.  But, I have now, and here’s my response.

        Finesse, according to the dictionary, is “the ability to handle delicate and difficult situations skillfully and diplomatically — artfulness.”

       Let’s think about this and try to flesh out a picture of what the person with finesse looks like.

A new way to help your team excel

Are you frustrated and discouraged trying to help your sales team excel?

We can help with our Immersion Selling System Course. You have never seen anything like it.

15 minutes a week, for less than the price of lunch.

         The definition implies that a person with finesse is good with people.  That means that he/she is sensitive to reading other people.  The person with finesse can focus on the individuals with whom he is interacting, giving them the full scope of his attention.

        The finesse-full person would have a great understanding of what motivates individuals, and could quickly and accurately decipher how to work with each individual.

       The person with finesse operates with uncommon courtesy.  He/she treats everyone with respect and makes everyone feel special.

       These skills imply an exceptional degree of self-control.  The person with finesse manages and controls his impulses and emotions, and interacts with people on the basis of courtesy and thoughtfulness of the other person.  The people around the finesse-full person are acknowledged and respected and are not viewed as receptacles for the impulsive expression of his/her emotions.  In other words, the person with finesse has a high degree of emotional intelligence.

      But the real question is, “Can you gain finesse?”

      Of course you can.  While some people are born with tendencies toward these characteristics, they still must...CLICK HERE TO READ FULL ARTICLE.