Meet, Like, Trust: A Method of Approach

I was participating in this group forum on LinkedIn the other day. Another forum participant opened an interesting discussion that I think everybody should note. The gentleman posting this discussion stated that he had lost a deal to a worthy competitor and, when asking for feedback, the prospect simply stated the cold truth: The competition didn't make the prospect feel like he was being sold.

This forum post ultimately asked (From LinkedIn forum):

how can I best interpret the individual customer at first contact to avoid instant alienation if the wrong approach is taken. Is this a deal breaker?

To this I answered, and will now open my answer to you: MEET, LIKE, TRUST

I first heard it put this way a little over two weeks back in a conversation I was having following a breakfast I had attended. The simplicity of this and using this for sales is brilliant.

MEET: This is the rapport builder; the initial handshake. This opens the door of possibility to an ongoing relationship. I find that you only have a few moments to build this initial relationship.



After this the customers will determine whether or not they LIKE you. Here is a key to raising your likability: Ask them questions about them. Show genuine desire to learn about them (Curiosity). Listen to them. Watch and see what they talk about that makes their eyes sparkle. If you see them grow distant on a certain area (far away gaze. Deadening tone, etc.) that is a subject that needs axed, unless its from a certain need that you can fulfill. Painful subjects should be avoided: Divorce, Deaths of Close family or friends, Enemies, etc. If you see they are proud of their industry, ask them about projects that were successes. If they are proud of their kids, ask about subjects that the kids excel, talents, hobbies. Ask about what they enjoy doing. Using these questions makes YOU interesting. By becoming interested, you become interesting.

On top of that, you will pick up avenues of approach. The customer essentially opens doors for you to enter. These doors are doors of TRUST. You have avoided alienation with customer and the customer will be more open to working with you. At this point the customer is working with a friend, not a salesman. You both are now on the same side of the table working towards the same goal. And also because you have listened, you have working examples on how you can improve the life of the customer and make what is already profitable even more profitable.

As a final note: Strong relationships are easy to build. But they are easier to break. Remember to always build these relationships with integrity. Don't give them any reason to be ashamed to be your friend. If your product or service cannot help them, maintain the friendship. If they expect to see what you have, go ahead and show them how the product or service makes improvements to lives. But only exhibit it's benefits. Don't go into a sales pitch. Instant turnoff because now they are being sold on something THEY DON'T WANT. That's a major deal breaker and you may destroy a way of reference.

Meet. Like. Trust... And Stay Curious.