How Selling is Like Dating
The sales world can be a lot like the dating world. Sales, like dating, takes finesse and intuition to know when your customer is just not that “into” you or not interested. On a recent trip back from New Jersey, I had a sales conversation with two men in the airport and one of them boldly stated that sales are no different than dating. His remark reminded of a movie from a few years back titled “He’s Just Not That Into You” and I began to see the parallels between dating and sales.
Your potential customers may play some of the same sales games that are present in the dating world. Will they agree to a second meeting? Will they return your calls? Will they tell you the truth? Will they be honest about their selection process? Will they agree to take the next step? Will they play hard to get?
Here’s how to tell if potential customers are “into” you:
1.They are open to sharing information about themselves and their company. When potential customers are willing to answer questions about their needs, wants and struggles, they are telling you that they have a problem and they need you to fix it. That is a really good sign they are “into” you. If they are unwilling to answer your questions openly and honestly, they are not that “into” you.
2. They are willing to engage in conversation and return your calls and emails. If they have respect for you, they will listen to what you have to say and trust that your information is worthy of hearing. When you are successful at this, your potential customers are showing signs they are “into” you. If they are avoiding you, not getting back to you, being vague or not telling you the truth, they are just not interested or not “into” you.
3. They are willing to go to the next step, set up another appointment and continue the conversation. This is a very clear sign they are “into” you. If this important step is missed you will instantly go to the place that salespeople hate, “voicemail vortex” – the clearest sign of all that they are not that “into” you. If they do happen to pick up the phone, you will hear, “I will give you a call sometime,” “I am really busy can you get back to me back in a week” or “I am still interested, just not making a decision right now.” They are either playing hard to get or not interested.
4. They are willing to ask and answer tough questions. If they are open to a dialogue that flushes out their real agenda, reasons for meeting and what their bottom line is, then they might be “into” you. If you ask tough questions that they’re not ready or willing to answer and get irritated, they most likely are trying to hide their true intentions and are clearly not interested.
5. When you meet them in person, they shake your hand, smile and make eye contact. Body language is an important cue and if potential customers speak to you with their arms folded and answer you with short “yes” and “no” answers, they are just not that “into” you. If you get a bad vibe, trust your intuition and politely end the meeting. When your potential customers ask you questions and keep the conversation going chances are they are interested in you.
So, just like dating, your potential customers may lose interest and reject you. They may be shopping around to make your competitor jealous or they may simply change their mind. They may already be committed to someone else. They may already have an alternative solution but don’t want you to go away just yet, because they’re insecure, so they string you along. Like dating, the reasons are endless and salespeople need to see the signs and walk away. Stop calling, stop emailing, stop begging for one more meeting and stop acting desperate. Dump them.
When you are creating value, being honest, sharing information and showing respect but your potential customer is unwilling to reciprocate, it’s not worth it to spend your time on a relationship that is going nowhere.
One last thing…..If you’re at the point where what you are doing is no longer working or you are not getting the results you work so hard to get, rather than settling and struggling, request a free “911” strategy session with me. This is simply a chance for us to get to know each other, see where you are in your business, and see if it makes sense to work together. I want to serve you deeply, and in order to do that, we need to have a frank conversation about your business first. Sound good? Then reach out.
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