Sales Intimacy
Sales intimacy is something we should all worry about if we have to communicate with other people. It is not something that you can take a pill to make more pleasurable or last longer. It is not something you need to call your doctor about if it lasts more than four hours. Sales intimacy is an understanding of your “partner” so well that you can solve their issues and see things they may not have considered. Many sales people see their potential customers as simply two consenting adults involved in a transaction. The top sales people see what they do as a marriage that solves a problem. The more intimate you become with your partner the better the relationship. So why don’t some people ever reach that level of sales intimacy that others do? Is there a way to achieve this optimal intimacy?
This first question is simply a matter of separation. Those that want to achieve lasting sales that generate referrals learn how to get intimate with people they can solve problems for. This type of intimacy is achieved by taking your craft to the level of “art.” This happens after years of study and honing in on your craft. The basics of what you do have to become subconscious competent as Tom Hopkins would put it. It simply means that the basics operate as a matter of reflex. You do not think about them, just like you don’t think about breathing or walking. You simply do. Be aware that this takes a different amount of time for everyone. I can tell you that once you have your basics the complicated things become simpler. You must always continue to learn your craft. There are many ways of doing things and it may be a combination that proves to be your secret sauce. “If you aren’t growing you are dying” was a phrase I heard by John Addison, former CEO of Primerica, say and it applies to keeping your sales intimacy up to date.
Achieving optimal sales intimacy is simply by asking questions. This, on face value, appears to be very simple. If it was that simple all sales people would be knocking it out the park every quarter. Consumers are very savvy. Just as a sales person can do research ahead of time so can your potential customer. Asking questions at the correct time, with proper tenacity and tonality takes practice. Well placed questions create that feeling of intimacy between both parties. Think of it like fly fishing and just dropping your line in that special spot on the river. Poorly placed questions disrupt the flow of becoming intimate with your potential customer and the problems you are looking to solve for them. You must always make sure you hear what your partner is saying. Some people listen but they never hear real issue. If you need clarification simply ask “Could you tell me more….” Getting to the core is what sales intimacy is all about.
Becoming intimate with your partner is the key to building a strong, long lasting relationship. Like any great relationship it takes time to develop a deep level of intimacy. It may take time in the beginning to learn the skills to achieve optimal intimacy but it will be worth it in the end because you will have many strong partners. These partners will know you well enough to refer others because of this level of intimacy you have developed.
Feel free to follow me on Twitter @mlndlrbill or email me bill@milliondollarbillcollier.com
