“Optimist: Someone who figures that taking a step backward after taking a step forward is not a disaster, it’s more like a cha cha” ~ unknown
Perhaps it was the great news that my friend Kerri’s Tango Cafe Dance Studio is getting so successful she has to move to a bigger location… perhaps that last week I felt like I took as many steps back as I did forward…
Regardless – today we’re going to talk about DANCING your way through the sales process!
To lead you have to know the steps: in sales we want to lead not follow, which means we – the salesperson – have to know what dance to do based on the music that is playing. To be a good partner, the leader has to know many different types of dances.
Pay attention to your partner: it is no fun to be dancing with someone who appears to want to be ANYWHERE but dancing with you. Stay focused on the person you’re dancing with right now, when the song ends you can choose to dance with someone else. Right now on this call, in this dance – be present to make it work for both people involved.
Focus on the next move: when you’re leading the dance, you need to know what the next step is going to be. That will make sure you’re both still doing the same dance and moving around the dance floor together.
Indicate which way you’ll be going: to keep your partner in step with you, as the leader you need to let them know where you’re going and how you’re going to get there. You aren’t telling them – it is the subtle pressure on your partners back, the way you move, the direction you give.
Apologize when you step on their toes: there are times when we’re doing the cha cha and our prospect is dancing the waltz! If you step on them, at a dance you would apologize – communicate so both partners are doing the same dance – keep moving to the music. Do the same thing in sales!
Next time you feel like you’re going backward, remember it’s the sales cha cha NOT a disaster!
image credit unknown – found on Pintrest