Working on a deal? Just who do you trust? Please say your prospect. Because if you don't, you may lose the deal. And you know what they say:if you love somebody set them free.
The American author Richard Bach, coined the term first. And Sting really went gonzo when he wrote "If You Love Somebody, Set Them Free" - check it out live below! But hey, this is about sales, isn't it? YES! As you listen to this song, you should be thinking about people you love -- your prospects!
Sometimes we hate them, but we really love them when they buy, don't we? I just want to give them a big hug when they pick us, and you know what, I do! But before they buy, you should set them free.
We are talking decision time, baby. You know, that period when you have presented a great solution and your prospect is trying to get an internal yes or convince themselves to really go for it? You know, that time when your oh so useful boss is offering nuggets of wisdom like "did you get that deal yet?"
Aside the urge to tell your boss to "shut the f up," which they should if all they can offer is additional bullshit pressure, you should be telling yourself to "shut the f up" too! Leave your damn prospect alone during this time of quiet reflection when they are deciding if they should really bestow cash upon you. And most prospects know you are getting personal cash from your decision.
At this critical time in the sales process resist the example from your crappy boss. Your prospects critical decision making period is the time where they may be looking for the one little reason to say no. You being a pain in their ass can certainly be that reason.
It all comes down to trust and love, Champ. You must show your prospect you trust them by taking them at their word when they say they will do something. "Checking in" which I wrote about in a previous post, simply won't do. In fact, its a lot like nagging. When someone nags you, what is your knee jerk reaction? Irritation and an illogical urge to do the opposite!
You can kill a relationship by getting too close. You must give people room to breath. Sure it's okay to inquire about a deal when a prospect suggests you should, but do it before then and you are sending a clear message: I don't trust you or believe a word you say.
If you love a prospect, set them free. Then watch the Benjamins roll in. And its always okay to sandbag the boss a little.
Absolutely agree. Being overly agreesive is a huge turn-off and shows your colors as a hungry sales person vs. a trusted consultant and confidant.
Posted by: Brady Andreas | 04/01/2011 at 07:46 AM