Wednesday, June 10, 2009

Selling vs. Dating

You're on a first date. You pull out graphs and charts and a PowerPoint presentation to show how much money you make, how many promotions you've received, and all the awards you've won. You ask rote questions that seem to be out of a book or how-to manual.
Think there will be a second date?

Rewind the tape...

First date. You ask questions. You listen. You care. You answer every question honestly. Your intent is not to impress, but to learn, to share, to connect.
Several things discussed peak interest for both of you. You say you'd like to learn more next time. Second date is inevitable, then third, then fourth...pretty soon commitment follows.

Stop selling to your customers and start dating them. Authentically, passionately, honestly.