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Sales Training Success Tip – Selling Is Like Dating
I challenge my clients to be authentic, to be good listeners, to ask powerful open-ended questions, to be genuinely curious, and to find out what is important to the other person.
This also sounds like a very good system for effective dating.
After all, if you dominate the dating conversation, talk only about yourself, or focus on why it’s okay for the other person to respond to “your proposal,” your results will be hit and miss at best. .
Jenny, my wife of 33 years, tells me she hates being back in the dating pool. He’s a great communicator, but he won’t be too happy at the prospect of rejection. Plus…she’s afraid that saying the wrong thing might make her look stupid. (It is impossible for him.)
Many in the dating pool share this concern.
Selling is a lot like dating. Each of them is very important for our survival. One brings us opportunities for approval and love; the other gives us a chance for approval and money.
Fear, and the fear that we won’t “cut the mustard” or live up to the prospect’s expectations, is a feeling that is present in both activities.
What are we afraid of?
We fear that despite our best efforts, our “prospect” will reject us or our proposal. Even worse, they can tell us “don’t call me, I’ll call you.”
Jenny tells me that from a young age, women are taught the dating system.
They have been taught to “listen to the boy” in order to “catch” him. If you don’t believe me, check out the old issues of Seventeen or Teen. This is an old tradition, rightly or wrongly.
Most salespeople and most salespeople try to “close the deal” without using a well-defined communication system.
Being genuine and speaking from the heart in your dating or marketing communications doesn’t mean it’s in your best interest to “wing it.”
Whether it’s for sales or dating, I recommend that you use a system to help you build your skill muscles for authentic and effective communication.
Over the years, my clients have told me that my sales system has made a big difference in their personal lives as well. This is happy, but not surprising.
Effective communication is effective communication, no matter what it is designed for.
When I developed my communication system, I had a goal.
Over the years my clients have told me that they want to be told the right way at the right time… all the time. It seems that being able to do this is a surefire way to get more clients, more referrals, more sales, and more dates.
So my system is designed to get these results 100% of the time…and it doesn’t.
Let me explain why this is good.
My favorite expressions are related to the world of sports. In most competitive sports, participants follow a game plan that focuses on winning 100% of the time.
For example, every play in the soccer playbook is based on a system designed to score goals every time. We know it’s not going to happen, but it’s interesting. The team has a system and they follow it.
Here’s a tip – Adopt a focus and communication system for your business that works for you… and stick with it.
What to look for in a communication system?
You want a system that helps you get more quality leads and then convert those leads 100% into contracts or customers, and we know that doesn’t happen.
With this reality in mind… you want a system to help you quickly detect the “no” that will happen anyway. You want a system that allows you to watch the number of prospects who say “yes” increase.
You want a system that helps you get results more easily and more often, while also helping you reduce the stress of “making the sale.”
How you market and sell yourself will determine how well you market and sell your product or experience. It’s all about using language effectively and authentically.
No one taught us how to say the “right thing” or ask the right questions in sales or in dating. Of course, they did not teach us in our schools.
The time has come for just such a system… and I’m proud to say it’s now available.
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