Are you lucky at love? If you are, you just might have what it takes to be successful in sales, too.
That’s what Andy Ellwood, a contributor for Forbes.com, proposed in his article, "Dating Is Like Sales.” He said parts of the sales process are like dating and romance—the pursuit, persuasion and finally making a date. It also shares some of the awkwardness, hesitation and uncertainty.
In a sales call or on a date, there is that initial period of small talk, getting to know someone and trying to find out what makes them tick. Who is going to make the first move? Coming on too strong too quickly can make a prospect or prospective date uneasy and head for the door. Hesitation and lack of confidence can quickly cool interest, too. Knowing your product and what opening lines work for you can build interest. On the other hand, a cheesy pick-up line is a turnoff—on a date or in a sales meeting.
Some people move too fast. Even if you think you’ve fallen in love “at first sight,” it’s a bad move to show your feelings too early or utter, “I love you” on the first date. In sales, going for the close too early gives a feeling of desperation or assuming your product, service or pitch is more attractive than it is. Hang back, listen and pay attention to the reaction of the other person. That cute little laugh you thought was charming can become annoying by the end of an evening. If you give a prospect enough time to talk and ask questions, you may find that your product or services isn’t a match made in heaven.
Ellwood refers to the “90-10 Rule” in the movie, “Hitch,” where Will Smith, the dating doctor, tries to help Kevin James get a date. Smith suggests to James that the way to build mystery or attraction is to move in only 90 percent of the way for the first kiss and then hold and wait for the other person to move in the last 10 percent and complete the kiss. It may heighten the intensity, but playing games with prospects or dates is a risky business. Instead of trying to set up the other person to react in a particular way, both parties should be equally engaged in the process. No one likes to feel tricked into a kiss or a contract. Save the games for birthday parties.
Online dating services, like Match.com or eHarmony.com, promise to help you find your ideal mate. Your prospects are looking for you online, too. Like online dating services, your website has to have enough solid, authentic information to make the first face-to-face meeting a success. It won’t take long for a date or prospects to figure out you’ve misrepresented yourself or what you have to offer. Honesty and trust is the basis for any relationship. Once it’s been compromised, it’s almost impossible to rebuild. Be your authentic self and let the chips fall where they may.
Dating someone that’s a friend-of-a-friend is better than a blind date. Same goes for sales. A referral beats a cold call every time. So, before you punch in a prospect’s phone number on your smartphone, ask your heart if you’re ready for the love game. Using some romance tactics may just put some sales “love” in your life.
Photo Source: Freedigitalphotos.net
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