by Tim Roberts
Had a good friend in high school. Funny guy. Loved him like a brother. He's not with us anymore, but his legend lives on. Some of the "legend" has been embellished marvelously. And some, well, we take to the grave as that was the pact.
He was, among other things, a funny dater, or at least in the mind of my 16-year old past self. His idea of dating was more like, "Hi, nice to see you.You look very nice. Let's make out." He saw no reason to delay the romance. And then was always confused when the date ended early. "What?" he would query. "What did I do wrong?" We'd all crack-up trying to point out the error of his ways, but I always felt he knew. He truly just didn't want to "play the game."
Salespeople, too, are often loathe to appreciate the value of taking things a little slower. Just like your favorite girl back in high school, prospects prefer that you talk nice, go slow, and demonstrate a genuine relationship devoid of unwelcome quick moves and cheap talk about a long-lasting relationship on the first date. A potential new client just wants to see the real you first.
Alas, not all prospects are the same. Some, like a cheap date, want you to gush all over them, accepting all the candy you eagerly provide, and then insist that you drop your price as a sign of commitment early and often. That's not someone I care to date and I believe that works both ways. I mean, c'mon, if the prospect gets to size me up, aren't I entitled to the same qualification process?
My high school buddy tried sales once, but continued down the path of speed dating. It didn't work out and that approach won't work for you either. Slow down; earn the right to give advice. Demand the right to present yourself and your company properly. You'll find that a slow, measured approach will actually speed the engagement process along considerably.
At Sandler Training, Trustpointe, we help people date responsibly.To learn more about qualifying your relationships, being thoughtful, and earning the right to go forward, contact Tim Roberts at 317.845.0041 or tim@thetrustpointe.com.
Enjoy the honeymoon!
