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Taking it slow can not only help your dating life, but it can also help your prospect better digest and retain important information along the sales cycle.
For example, instead of running a customized demo on the first call, it may be more beneficial to use the first conversations to learn about your prospect and their interests.
It may be weird, but if you feel like this is starting to sound a lot like dating, you’re right.
about yourself on the first date is not the best approach to take.
Simply put, relationship selling is a sales approach focused on creating relationships.
People buy from people they trust; and the best way to build trust is by first establishing a relationship that’s based on authenticity, concern, and honesty.
The time it takes to chase down a not-so-serious buyer is time taken away from other valuable deals in your pipeline.
During my first few weeks on the Marketo sales floor, I overheard someone say “‘No’ is the second best response to a ‘Yes.’” And it’s true—sometimes it’s not worth wasting your time on someone who’s just not that into you.
And keep in mind, not everyone knows what their pain is.
However, this outdated message fails to address how buyers buy today.