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How to use the rules of dating to increase your sales success.
Sales organizations try to “pick up” new prospects all the time. When you think about the process you’ll see it’s a lot like dating. Here’s how:
- The phone call – you must have something interesting and relevant to say. Make sure you know about the person and the company you are calling.
- Avoid the cheesy pick up lines – have a point and state it. Save the clever lines for Larry the Cable Guy.
- Don’t make it about you – no one cares what you want to do, they care about what they need or the problems they need solved. Focus your conversations in those directions.
- Be considerate – never call during rush hours, at 5 p.m. on Friday or in the middle of the night (what date likes a call at closing time?).
- Don’t compromise your integrity – no matter how pretty your date may be, don’t lie or mislead. If the situation is not right based upon truth and reality, walk away and look for a better fit.
- Don’t go on and on – we’ve all talked to someone that didn’t know when to shut up. Deliver your message. Illustrate it and then move on to the next action.
- Don’t beg and act like an idiot – state your case, answer the objection and make it happen…begging is unbecoming and does not position you well with the prospect.
