Here is another example of the Sales Dating Mindset in this blog post by Saumil Mehta
If you’ve ever worked in an enterprise software company at the same time as being single, maybe you’ve noticed the similarities between dating and software sales. Here’s how:
- Putting on a match.com profile is like going to a trade show.
- Always out and about on the prowl? It’s called lead generation, folks.
- Meeting different girls? Going on many first dates? How about calling it what it is: a sales pipeline?
- Going on ten dates without a goodnight kiss – poor ROI.
- Getting fixed up by a friend? Well, that sounds a lot like inside sales supporting corporate sales, doesn’t it?
- Getting screwed out of a makeout session by the girl’s annoying prissy little twit of a roommate? We like to call it bureaucratic wrangling and internal politics.
- And finally, the single man’s dating mantra, which aligns so well with the sales cliche: “Always be closing (ABC)”. Need I say more?
Depressing? Natch. Disgusting in its objectification of relationships? Of course. But funny trumps all, folks.
Here is his blog: http://bitbubble.wordpress.com/2007/06/03/why-dating-is-like-software-sales/
He rolled his eyes and thought, “Here we go again.” And as the salesperson droned on and on about his company’s history and about how great his products are.
Here is a tip for all salespeople (and we are all salespeople, selling something) that will dramatically increase your chances of making the sale.
“It’s not about you.”
Your customer doesn’t care whether you have the best product on the market with the most wizbangs and doo hickeys (both technical terms). And they could care less that your company has been in business for 80 gazillion years and that your founder started the company out of dirt and determination.
But what your customer does care about is how those wizbangs and doo hickeys are going to help him do his job better, easier, more efficient and effective.
In short, “Your customer’s don’t care about you or your products, unless you can convey to them how it will help their company and them personally.”
So next time you are in front of a customer and are tempted to spew all kinds of features and company history on them. STOP!!!
Stop and think of how they will benefit from what you have to offer and speak to them in that kind of language. Because that kind of language is music to their ears and will lead to dollars in your pocket.