If I have learned anything in my career of sales it is never assume. Don't judge budget, knowledge, seriousness, eagerness, respect etc etc on someones appearance or first impressions. My business is a great example of this. Some of the brightest minds and most successful technology entrepreneurs are not the "norm" people of society. Have you seen the early pictures of Steve Jobs, Steve Wozniak and Bill Gates?? And do people have great days every day? Do you?
Dig under the covers when you meet people. Try to figure out what is going on inside that head of theirs. Just because they have a different way of dressing does not mean he or she can't have an unlimited budget to solve the problem your product solves. You assume and you are done! Just because a customer blows you off on the first or second appt, do not right them off. Now they owe you one! Think about it. We are all human beings and put our underwear on the same way.
Another big one is if someone seems defensive and not forthcoming back off. People do not want to look inferior or unprepared on a topic. Educate them. Don't belittle. They will respect that and build trust with you if you educate properly. If they are in a bad mood, than ask to reschedule or take it out of the office. But be polite about it. Recognize they aren't right and you will be amazed at how they respond.
We all have different personalities. Try your best to determine who you are dealing with. Come down or go up or go to the right or left and get on their level. Realize that they have a job to do and that is to manage risk in making decisions of what initiatives they are trying to solve. If you get on their level and help them, you will WIN most of the time. Don't assume they are having a good day, or understand their problem, or understand what your product does or is just uninterested in talking about what it is you are talking about. Recognize that. Maybe talk about different topics and just touch quickly on what you have to say and schedule a lunch out of the office. Or if you are at lunch at they seem preoccupied maybe do the next meeting in the office.
We are all human and have shit going on in our lives. Don't assume your customer isn't vulnerable. We are all vulnerable and have shitty days and good days. Drive forward, understand your customer and success follows!
Shawn
sr@shawncreilly.com
