I’ll tell you what surprises me: the way people try to go from cold to red-hot in a sales relationship and then wonder why they weren’t successful. It’s like “hi, my name is Mike Ames, now do you want to buy this…..”. I know it’s not quite like that but believe me I have witnessed scenarios not too far adrift and it happens an awful lot out there.
Consider, for a moment, the art of seduction. So you want to start a new relationship with somebody you find attractive (and vice versa of course) do you steam straight in there and ask “hi, my name is Mike Ames – would you like to come back to my place?” Of course not. At best you would receive a withering look and at worst risk some kind of physical violence and even if somebody said yes are they really the kind of person you want to have a relationship with? I think not. But that is precisely the approach that many people do take when trying to sell their offerings.
An alternative approach is to see sales as a seduction (because that is precisely what it is) and to conduct yourself accordingly. Know who you find attractive, find out where they go, either have a “patter” that you can approach them with or better yet arrange for somebody to introduce them, show them how you are different and get to them to imagine how great life would be for them if they were in a relationship with you. Then you need to enter into the ritual courtship slowly moving the relationship forward in a number of small non-threatening steps getting ever closer to your end-goal until the moment is right and then whoosh – in you go.
So stop selling like a one-night-stand and start a proper courtship – you stand a much better chance of making a home run if you’ve touched all the bases first.
If you want to see my good self talk about this in person then just click to play.
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