How Sales is JUST Like Dating!

Sales is like dating. It’s a chase. It’s an intricate dance. Sales, like dating, takes finesse and an instinct to know when your customer is into you or not.

couple-relationship

The first sales call is like a first date. There is excitement and fear of failure or screwing up. Extra preparation takes place. A little more time is spent on the presentation. Pre-sales meetings are held. Research is done. You put on your best power suite, shine your shoes, wear your favorite tie and get dialed in. You show up early. You put on your best performance. Sometimes, like flowers on a first date, you bring company swag. The first call in sales is just like a first date, you want it to go perfect.

When the call is over, just like a first date, you call someone, your boss, or a co-worker and tell them how it went. You’re either on cloud nine and excited or you’re bummed out second guessing everything you said and what you didn’t do. After the first call, like a first date, you know whether or not you’re going to get a second date.

If you don’t get a second date, your devastated. Your ego takes a whacking. You beat yourself up. And many times you desperately try to get a second date, telling your prospect over and over how it will be different this time and how your product really can help them out. Only if they’ll give you a second chance. Like dating, it ain’t going to happen.

If you do get a second date, and it goes well, you’re now officially dating. The dance is under way. Just like dating, each encounter brings the relationship closer, more information is shared, the tone becomes less formal, and the excitement level of an impending deal grows. Just like dating, it’s palpable. You can feel it. They like you and your solution. They want more. They’re calling you and asking you out. Its bliss. When this happens you get closer, trust is built, comfort levels grow and usually the sale is made.

Just like dating however, things can change. You have a great first date, and even a good second date, things seem to be going well, when all of a sudden they stop calling. They don’t return your calls. They keep telling you they are interested and that they like you, but you can never seem to get another date. They tell you that everything is fine. They say, it’s just they’ve been busy. But, they just don’t seem that into you and the problem is they’re not.

Just like dating, your prospects or your customers may lose interest and not want your product anymore. They aren’t going to buy what your selling. They may have been just shopping you around to make your competitor jealous. The person you’re dealing with may not have authority to buy. They’ve changed their minds. They have an alternative solution but don’t want to tell you to go away just yet, because they’re insecure. Like dating the reasons are endless. Just like dating you have to see the signs and walk away. You’ve got to stop calling. You’ve got stop begging for one more date. You’ve got to stop acting like a desperate freak stalking your prospect like they are the only one you have. You have to know when to walk away.

Just like dating YOU may not like the first date. Unfortunately this is rare. Sales people are notorious for wearing beer goggles. Rarely does a sales person not like a first date. But if they were a bit more selective with their dates they might be a bit more successful. Too many times sales people chase dates that just aren’t going anywhere. They should have seen it wasn’t a good fit right away and saved time for good dates. If it weren’t for those dang beer goggles.

Selling is just like dating. You’re going to get rejected. They’re not going to like you. You’ll be strung along. You won’t like some of your dates. You will keep going out with some of your dates knowing it’s not a good fit. But, like dating. you will find some great prospects that like you and want to work with you and they will grow into fantastic relationships.

Just like dating you need to know where you stand. It’s not worth it to waste your time with a date that’s just not that into you!

This post written by Jim Keenan, Author of the book, Not Taught

Not Taught

and CEO/President and Chief Antagonizer of A Sales Guy Inc.

Motivational Quote: Happiness

“Happiness is not a station you arrive at, but a manner of traveling.” – Margaret Lee Runbeck

Fred’s Fearful Encounter…The Lesson

Here is the lesson from the story Fred’s Fearful Encounter. To check out the story click here: https://relmes.wordpress.com/wp-admin/post.php?action=edit&post=377

Now you may think that this is just a story about a crazy cat, but it more than just that.

Poor Fred is not that much different than you or me……….

When we are put into situations that are foreign to us, situations that take us out of our comfort zones, like Fred’s house, it is easy to be overcome by our fear of the unknown, just like Fred did.

And it is at those times when our minds like to play games with us and turn a normally safe situation into one that we believe is dangerous.

It has been said that the word fear is really an acronym, which stands for False Evidence Appearing Real and wasn’t that the case with Fred in that lobby.

In reality, there was no danger at all, but in Fred’s mind, the pain of being attacked by other cats everywhere he turned, certainly looked and felt real. And that shows that awesome power that our mind has, to deceive and embellish situations in order to validate our fears.

but I’m sure to Fred the Fear meant, Forget Evidence And Run.

Now what would have happened if Fred took another approach to that very same situation and viewed the changes in his life as an adventure?

He would have discovered the joy of playing on boxes, the excitement of riding in a car and possibly the friendship of another cat that was always there to greet him, every time he walks through that lobby.

You see when we experience life and its many changes we step outside of our comfort zones and we expand, just like a balloon that is filled with air.

And the result is that once we expand ourselves, our comfort zones never quite go back to the same size as it was before the experience. And we have the capacity to do more, be more and enjoy more of the wonderful experiences life has to offer. 

So next time you are in a similar situation, feel the fear, and push through the pain, because as Dolly Parton put it, “If you want to see the rainbow, you have to put up with a little rain.”

How to create Powerful Introductions

I asked him, “So what do you do?” and he replied, “I sell insurance.”

How boring!! In a previous post (you can check it out here https://relmes.wordpress.com/2008/03/06/how-to-become-more-effective-at-networking-events-part-9/ ) I wrote about how to develop your audio-business card and why doing so in a way that differentiates you from your competition can positively impact how you are perceived.

Remember, “Your customer’s perception is your reality.”

I am currently reading an excellent book titled: Becoming Preferred – How to Outsell your Competition by Michael Vickers. http://www.michaelvickers.com/ 

Here is what her wrote (I love, this section) about Creating your Introduction.

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Your Introduction

The most important thing you can do in formulating a powerful introduction is to first define the benefits of what you do rather than simply describing what you do. For example, let us say that I sell insurance. You meet me at a local watering hole and during the course of our conversation you ask me what I do for a living. I reply,

“I sell insurance.”

Do you need any more information?

Do you feel like introducing me to all of your friends?

Do you get an overwhelming urge to invite me home for dinner and develop a relationship with me?

I don’t think so. Let’s face it, there is nothing wrong with selling insurance, it is just that you have been there and done that! Saying you sell insurance does not create excitement not does it create interest.

A number of years ago i was in a golf tournament. During the course of the tournament I struck up a conversation with a professional looking gentleman whom I had not met before.

The initial conversation was polite and then I asked him what he did for a living. He replied,

“I am a golf fund specialist”

That caught my curiousity and I replied, “What do you mean a golf fund specialist?” “Well, ” he said, “I help executives enjoy the game of Golf today and well into their retirement.” “How do you do that?” I asked, He then stated, “I would love to show your how I do it. If you give me your business card I will be happy to give you a call and perhaps we can continue this conversation over coffee.”

Am I interested in meeting with this person? Absolutely.

Guess what he does for a living?

He sells insurance!

The products he sells are financial products, but the benefit of what he sells is financial security. His marketing target is the business professional who golfs.

The market has thousands of insurance agents and financial planners, but how many “golf fund specialists” do you know?

“It is not what you do that counts, but the benefit of what you do.” – Michael Vickers

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Now that is what I call a sexy introduction!!!

How to get your customers to buy your business cards

Imagine having thousands of your happy customers proudly putting their good money down to buy your business cards.

What do you think all those raving fans marketing your business would do for your business?

Hi, it’s Richard again, and the reason that I haven’t blogged in over a week is that my family and I just returned home from our vacation at Walt Disney World in Orlando, Florida.

We went for the fun, excitement and memories. Which we received many.

But I also came back with an arm-full of great business tips that I learned on my vacation. I know according to my Merriam-Webster Dictionary, vacation means, “a period of rest from work”, but in my line of work I find it very difficult to shut it down (my observation and curiosity radar). Especially when I was experiencing some fantastic examples of how to “Wow” customers. 

So here is the first one:

In the beginning of this blog I started talking about having thousands of your raving fan customers buying your business cards. Well that is exactly what happens every day at Walt Disney World. In fact, when their “Guests” (Disney’s term for customers) purchase T-shirts, Sweatshirts, Shorts, Towels, Golf Shirts, Jackets, Hats, Ears (Mickey Mouse or others), Jewelery, stuffed characters, cookware, key chains, etc. with one or more of the Disney characters or logos on it, you are indeed purchasing one of their business cards.

And not only did  purchase them for ourselves, but we also decided to buy gift “business cards” for our friends and family that couldn’t join us on our adventure.

And since we had such a fantastic time with lots of stories to tell about our experience, we have become good will ambassadors for Disney (which is another way of saying unpaid salespeople).

Imagine what this kind of marketing would do for your business?

Now I am not saying that you have to stop what you are doing and get into the theme park business (which is only part of the Walt Disney Company’s business), in order to get people to buy your business cards.

What I am saying is that in order for you to develop Raving Fans, you need to:

1) Develop an exceptional customer experience: This way they will want to share their story with others.

2) Create vehicle for them to use in order tell their story: One of Disney’s vehicles for this is through merchandise, yours could be through corporate videos, books, referral programs or packaging of your products to name a few ideas.

But make sure you can deliver on #1 before you set up #2, otherwise the story your customers will be telling will not be the story you want them to tell.

So, there you have it the first business tip that I witnessed in my trip to Walt Disney World. (Hey does this mean that I can now write off the cost of this vacation as a business trip?) Stay tuned because I have a lot more to come.