When developing a salesperson’s advanced selling skills, it's important to focus on not only what the prospect says but also what the prospect doesn’t say.
As many of you know, I am a music aficionado…and as such, I would be remiss if I did not note the passing a few weeks ago of the singer Meat Loaf at 74 years of age. Born with the name Marvin Lee Aday, Meat Loaf sold more than 65 million albums worldwide.
He also has something to teach us in terms of mastering advanced sales techniques around the topic of having clarity with the prospects in our pipeline. Go ahead and sing along with me:
And all I can do is keep on telling you
I want you
I need you
There ain't no way I'm ever gonna love you
Now don't be sad
Cause two out of three ain't bad
Now while the name of that song is “Two Out of Three Ain’t Bad”, we can also refer to this as “The Dance of the Prospect.” Maybe it brings to mind a recent deal you chased. You know, the one you were sure you were going to win right up until the moment that you lost. I doubt you will disagree with me when I say that prospects can be quite elusive and quite vague when you meet with them.
When we are working to develop a salesperson’s advanced selling skills, we focus on not only what the prospect says but also what the prospect doesn’t say. Here is what they often say and all of this is enticing bait for salespeople:
- We have heard good things about your company
- We are open to new ideas
- We think you might be able to help us
- We would love to see in writing what you could do for us
That is your prospect saying, “and all I can do is keep on telling you…I want you…I need you”. But what you might need to consider is what they are not telling you, which is “there ain’t no way I’m ever gonna love you.”
But hey – for all you salespeople…don’t be sad. After all, two out of three ain’t bad.