How Prospecting is Like Dating

I had dinner with Burt yesterday. He was helping my wife Shirley to experience a paradigm shift in selling. He feels that it had become a dirty word.

Now, he calls it “telling”.

In his office, a sign hangs that says “No Selling Allowed”.

He breaks down “Telling” into a simple 5 steps process. Its very similiar to dating as you will see.

1) Prospecting

Choose who you want to do business with!

Only work with nice people. If they are not, pass them over to other people!!! Hahaha!!!

Must have a need. Time freedom? Financial? Satisfaction? Fulfillment?

2) Approach

“I’ve got an interesting idea to share with you.”

“I’ve got a financial proposal to share with you.”

“Can I sit down and discuss an idea with you?”

Not to sell. Just to enjoy the moment.

Listen to feedback from the person.

Find a conducive time, place and environment.

3) Interview

This is to confirm that the person is nice. (20 mins)

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  • Establish rapport. Talk about something that makes the person happy. Family/business/girls…etc.
  • Establish facts. What is family structure? Babies? Cash flow? Health? (Only after rapport is established.
  • Tell benefits of service, product and vision. Interested?

 4) Establish a want

“What would you really want?”

5) Budget

If you look closely at the process, you can ace it if you are a cassonova!!! If you are not good at dating yet, guess what, you can kill two birds with this one stone!!!