Written By: Liz Wendling
Dating and Sales both require insight, skill, and discretion to know when people are truly interested.
On a recent trip back from New Jersey, I had a conversation with another sales professionals at the airport about dating and sales. He boldly stated that selling is no different than dating. His remark reminded of a movie I’d watched called, “He’s Just Not That Into You.” I began to see the parallels between dating and sales.
Consider the things salespeople tend to worry about on first time appointments and initial meetings. Will they:
Good Sign: When potential customers are willing to answer questions about their needs, wants, pains and struggles, they’re telling you that they have a problem and might need you to fix it. That is a really good sign they are interested in you.
Bad Sign: If they are unwilling to answer your questions openly and honestly, they may be playing hard to get or just not “into” you.
Good Sign: 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 interested in you.
Bad Sign: If they are avoiding you, not getting back to you, being vague or not telling you the truth, they are either not interested or leading you on. You might need to dump them.
Good Sign: When they agree to the next meeting, show up to that meeting, and keep their promises it is a clear signal that they are engaged and the process is important to them.
Bad Sign: Should they push off next meetings and tell you to call them but, you go into the “voicemail abyss,” it is 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.”
Good Sign: 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 interested in you.
Bad Sign: 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 or using your for free information. Clearly they only want you for one thing and not interested in you.
They are excited to meet you.
Good Sign: When you meet them in person, they shake your hand, smile and make eye contact. When your potential customers ask you questions and keep the conversation going chances are they’re interested in you and might be open to second meeting.
Bad Sign: 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 interested in you.
Just like with dating, in sales your potential customers may lose interest and reject you. They may:
In dating and sales, when you get a bad vibe, trust your intuition. When you see the signs that your prospect is just not that into you, walk away. Stop calling, stop emailing, stop begging for one more meeting and stop acting desperate. Dump them and move on.
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.
Learn to read and flex to your prospect’s preferred communication style in our FREE sales training guide: A.C.E.D. Buyer Style Playbook
Liz Wendling is the president of Insight Business Consultants, a nationally recognized business consultant,…
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