Great article by Keenan.
One of the things we learn as we get older is that not everybody likes us, we cannot get on with everybody.
Salespeople waste so much energy and waste so much time, running around talking with and meeting with people who will never buy. One of the competencies we need as sales people is to qualify deals. What deals can we win and what deals will we lose? While people do buy from people they don't like, they are more likely to buy from people they like.
Think about all that wasted time. You drive for two hours to have a one hour meeting with somebody you don't get on with and will never buy from you and then you drive two hours home. That's 5 hours of your time wasted. You will never that time back. As salespeople, we only have 200 days a year to make our quota. As leaders we would want to remove that sort of inefficiency from our sales process.
Here at Digital Leadership Associates (DLA) social-experts.net we teach people how to qualify deals ahead of time, so you never waste time like with legacy sales methods. This is just one of the ways that social is more efficient and effective than the running around like headless chickens of legacy sales methods. One of the many ways digital will strip out unwanted cost from your sales process.
It’s a natural human inclination to want to be liked. Learning to let it go can seem like a monumental challenge. But customers care far more about the value of what they’re buying than they do about the person selling it to them. The key, I teach sales teams, is: “Be an expert, not a friend.”