Written by: Casimiro da Silva Santos, Executive Contributor
Executive Contributors at Brainz Magazine are handpicked and invited to contribute because of their knowledge and valuable insight within their area of expertise.
Have you ever thought of sales as a kind of dating game? Erica Stritch, Vice-President at RAIN Group, certainly has. In a recent article, she compared the art of selling to the art of dating, highlighting the importance of making an excellent first impression and building rapport. And she's not wrong – research shows that we form judgments about people within the first few seconds of meeting them. So, if you're going to succeed in sales, you need to nail that first impression. Here are some tips for acing your first sales meeting, inspired by Erica's insights.
1. Start With A Bang
Just as you wouldn't waste time beating around the bush on a first date, you shouldn't waste time in your first sales meeting. Get straight to the point and communicate your goals and expectations. But don't be too pushy –use the right social style to match your prospect's personality. Are they analytical and detail-oriented? Then you'll want to focus on data and statistics. Are they outgoing and sociable? Then you'll want to be more upbeat and energetic. Adjusting your style to fit the situation can make a big difference in building rapport and establishing trust.
2. Ask Great Questions
One of the keys to successful dating is asking the right questions. The same is true in sales. You want to discover what makes your prospect tick –their needs, wants, and priorities. Exploring their business and personal motivations can lower the tension and increase the potential for a positive outcome. And don't forget to listen –listen – to their answers. Active listening shows you're engaged and interested in what they say.
3. Set The Agenda
When you're dating, you don't want to let your partner dictate the course of the evening. The same is true in sales – you need to be in control. That means setting the agenda for the meeting and making sure you're steering the conversation in the right direction. Don't let the purchasing department or anyone else take the reins. Be a trusted advisor who recommends, not reacts. Your prospect will appreciate your confidence and expertise.
4. Sell The Vision
In dating, you want to sell your potential partner on the idea of a shared future – a vision of your life together. The same is true in sales. It would help if you sold your prospect on the idea of working with you –how your product or service can make their life easier, more productive, and more competitive. You must create excitement about the new possibilities of working with you. Use the GAP model to focus on the gap between what they have and want and show how your solution can bridge it.
5. Deliver On Your Promises
Finally, just as you wouldn't make promises you couldn't keep in dating, you shouldn't make promises you can't keep in sales. Be realistic about what you can deliver and follow through on your commitments. Nothing undermines trust more than failing to deliver on what you promised. So think carefully about what you're proposing, and make sure you can deliver on it. Your reputation – and your success in sales – depends on it.
Wrapping It Up!
In conclusion, building rapport is critical to sales and business development. It's all about establishing trust and credibility with your potential customers. By taking the time to research and prepare before your first meeting, you can make a solid first impression that sets the tone for a productive relationship. Remember to focus on the customer's needs, ask engaging questions, and sell the vision of the future. And most importantly, always deliver on your promises.
Following these steps, you can build long-lasting relationships with your customers. Whether you're a seasoned sales professional or starting, there's always room to improve your rapport-building skills. So, take the time to invest in yourself and your relationships, and you'll see the results in your bottom line.
Casimiro da Silva Santos, Executive Contributor Brainz Magazine
Casimiro da Silva Santos, better known as Cas, uses pronouns he/his. He is a dad, a business and climate action leader, a coach, and a speaker. His mission is to create a perspective of abundance, alleviating scarcity so that we can live a brighter future. After a transformational coaching experience with Simon Sinek Inc., Cas decided to create Bring the Best®, a coaching and consulting firm for personal development and business growth. Through individual, career, and executive coaching, Bring the Best transforms lives so that each person can live the life they want and dream about. His coaching style is authentic and empathetic, with a special focus on the LGBTQIA+ community.
