Enough About Me, What Do You Think Of Me?
The people I have the most problem staying around are those trying way too hard to impress me. The people I tend to stay and have drinks with are those who enter into comfortable conversations and—I have to admit—appear to be interested in me.
Here’s a news flash: The same principle applies to meetings with buyers. If you spend time citing your credentials, your experiences, or (shudder) your methodology, people are going to begin making calls or updating Angry Birds. But if you ask questions about them, appear to be interested in their business, and simply converse as a peer, you’re likely to be asked back.
When you believe you MUST have a piece of business and you can’t afford to lose a prospect, you usually will lose the prospect. When you believe the buyer holds your fate in his or her hands, you’ll be subservient and act like a hired hand.
When you believe you have value to offer a peer, and you’re evaluating whether that person and business make sense for you, just as you’re being evaluated, you can have a useful and productive conversation.
Don’t be a contestant in a “beauty contest.” Be the judge.
© Alan Weiss 2012