Dont be afraid to talk to people about your life

I remember when starting out in Sales.  It was a different time 18 years ago.  The personal PC, the Internet, cell phones were still at an infancy stage.  As a result, prospects and customers were not as educated on products and solutions as they are today.  Communication was not instantaneous as it is today.  Most of the confirmations, purchasing etc was done with Faxing.  Etc Etc Etc.  We had some email but it was slowly making progress.  But another observation I have made is that the "Sales / Customer" relationship was very different as well.  Not sure what I am attributing this to.  Maybe its because I am now wiser and more of a professional salesperson.  ;)  But where I am going with this is relationship building existed but mostly on a professional level and not a "human" level.  I have discussed in previous blogs that Salespeople always get that statute of a pain in the ass or sleazy or whatever.  Personally, I don't really care about the statute, I love this business.  Salespeople and myself included would not REALLY get too involved with personal or NON business related activities or strategy.  Communication was not as easy and much of transactions were happening on the telephone.  There were some exceptions to this rule I am sure of it but I am just sharing my experiences and observation.  I know from what I know NOW is that for the Modern Sales Strategy it is an ABSOLUTE requirement to be "human" and connect with customers on a personal, business and maybe even spiritual manner.  As I am writing this I am thinking of what happened about 14 years ago and then at 12 years ago.  In 1999 into 2000 our Internet bubble burst and saw the worst stock market decline since 1929.  Then just a few short years later you had the worst Terrorist attack to hit American soil since pearl harbor on September 11, 2001.  These events changed the make up of LIFE, BUSINESS, SALES, FAMILY, MONEY etc.  These are just examples of major tragic events but people are affected in our everyday lives just like we are.  Even just normal everyday life duties.  Kids are sick, or need to get them to school or doctor appointments having babies yada yada yada.  Remember those posts that the C level guys all breathe the same air, eat the same food and put their underwear on the same way we do.  You are experiencing the same things these people are in different ways.  Get real with customers.  Talk about life events.  Make fun of yourself with stupid mistakes you made.  I bet they made the same mistakes in their life.  Get to know your customers and prospects.  Don't be a afraid to talk to them about your life.  Talk about your kids, wife, hobbies etc.  Obviously tread the fine line of when to talk business and when to talk personal.  But in all seriousness talk about your life.  Have fun in sales, make a lot of money, help a bunch of people along the way and interact with customers on a personal level.

Shawn
sr@shawncreilly.com