Remember your first kiss? Was it incredible or was it a disaster? Either way I am betting you got better at it as time went by.
Remember the first time you had to ask for an order? Was it incredible or was it a disaster? Either way I am betting you got better at it as time went by. Or maybe not!
Over the years I have proven to be a pretty darn good salesman. Also, if you ask my wife, Anne, I’m sure she’d tell you I am a world-class kisser too!
Let’s go back to the kiss for a moment (it’s more fun). When you are about to kiss someone you may experience butterflies, you lean in, your partner leans in, there’s hesitation, you make your move, your partner responds… and both parties engage in an amazing and mutually beneficial event – the perfect Kiss!
Now, let’s discuss asking for the order again. (You know what – that’s fun too! When it’s done right!) When you are about to ask for the order you may experience butterflies, you lean in, your partner leans in, there’s hesitation, you make your move, your partner responds… and both parties engage in an amazing and mutually beneficial event – the perfect WIN – WIN deal!
Both of the above scenarios are the ideal situation with the best outcomes.
In either situation – what happens when you lean in and your partner does not? If you keep on trying to “SELL”, you will end up sad, confused and frustrated.
It’s a simple fact – you cannot kiss someone who is physically backing away from you. You can’t sell to someone who is backing away from you either.
There are many reasons that your partner may not lean when you do:
- Maybe it’s too soon. The other person just isn’t ready to proceed – probably because you have not outlined a mutually beneficial outcome.
- Maybe you have bad breath. Literally! I am astonished at how many salespeople have poor hygiene and that’s a huge turn off for buyers. They think – If you can’t take care of yourself – How will you ever take care of me? I assume it’s the same with kissing. (Anne has been my only lip-lock partner for over 30 years).
- Maybe the PRICE / COST it TOO HIGH. Your partner does not feel that enough value is changing hands. As far as they are concerned – the investment is not yet worth it!
- Maybe you’re being too pushy – again – going for the finish line when you have not established a scenario where your partner benefits as much or more than you do.
What can we do take make our partners lean in more?
The simple answer is GIVE more benefits to make them feel wanted, respected and valued. In business, you can GIVE them a FREE: Report, White paper, Consultation, Assessment, Evaluation or Second opinion….and of course…
As a very successful marketer and salesperson for 30 years – my all time favorite GIVE away is – a BOOK! How will your potential business partner respond when you give them a book that you’ve personally written and autographed? A book establishes YOU as the expert, the GO-TO person in your field and the trusted AUTHOR-ity!
Also, let’s take a hard and honest look at your business policies and ‘rules’. If your customer service department ever says: “It’s not our policy to do that” or “Our company guidelines don’t allow for ‘that’ to happen” or “We’ve NEVER done it that way” – It is time to ask yourself – ‘WHY’?
If your company’s ‘sacred’ procedures are causing clients NOT to buy from you (in other words – LEAN BACK instead of forward) it is obviously time to change your rules. Remember one of your BEST policies should be – MAKE IT EASY FOR THE CLIENT TO SAY ‘YES’.
Whether it be selling, kissing or developing any relationship – always remember to speak with them about THEIR problems, THEIR needs and THEIR objectives.
You will most certainly make more sales – on every level.