Love is in the air—are your sales numbers too? Believe it or not, there are lessons from today’s slightly over-produced holiday (Valentine’s Day) that we can apply to effective sales execution.
Know your audience
While preparing for today, did you guess at anything with your significant other? Unless you’ve got a penchant for awkward conversations, you likely did your homework. You wouldn’t make reservations at a fine steak house if you thought they might be a vegetarian, so don’t do that with your prospects either. Do your homework before your call, educate yourself on their industry and selling proposition, and be ready to anticipate their business problems. Eliminate as much guesswork as you can.
Understand their goals
On the most romantic day of the year, how long did it take you to determine what your other half would want? Flowers and chocolate, homemade card, a night out on the town, a quiet night in, or a romantic getaway – all great ideas but vary significantly with required planning and budget. Don’t assume each option is the same. Customize your plan based on the goals. And carry that through with your selling process – no two prospects are the same. Customize your selling documents, presentations, and approach for every opportunity.
Deliver what they need
Now that you’ve understood the goals of your partner, you need to deliver on them. In this case, it is not just the thought that counts, its the execution. Buy the chocolate, order the flowers, book the hotel – whatever it is that they need. Give the same courtesy to your prospects – provide solutions and options to help them achieve their business goals. Make sure you are delivering what they need.
Hopefully these approaches don’t land you in the doghouse with your spouse OR customers (and maybe even inspired a few ideas along the way)!
