There’s a saying that, in sales, we should treat our prospects like family. I wonder about that one, though.
After all, when dealing with loved ones don’t we sometimes assume we know what they are thinking? Do we not try to win a debate solely for the sake of winning? Are there times we actually argue? Are we ever guilty of not being as kind as we could possibly be when speaking with those we love?
On the other hand, when dealing with prospects, we don’t assume, but ask questions so we can understand what they are thinking, and what they want and need. We don’t debate because we know there is no winning a debate with a prospect, right? After all, win the debate – lose the sale.
We don’t argue with him or her because that, as well, is pointless. And we’re always kind because we want our prospect to like us, so that they’ll be more apt to buy.
Let me suggest then, that, instead of treating our prospects like family, let’s treat our family like prospects. And, while we”re at it, let’s treat our prospects like they are prospects, as well.
Your thoughts?
Enjoy this post? Receive an update when our next post is published by entering your best email address below and clicking Get Updates.
Bob~
Makes me think of the Golden Rule…treat other’s like you would like to be treated. Hold a space for their greatness…even when they may be acting the opposite! See the bigger vision and potential in another human being…hold that vision no matter the behavior and watch them grow and bloosom….
Kerry
Good point Bob….I wouldn’t want to treat my prospects like family at all..that would be a disaster 🙂
But I love your point on treating family like prospects….I think that would work well.
Stuart Crawford
Calgary, AB
http://stuart.calgarybloggers.ca
What a great point Bob 🙂
“Are we ever guilty of not being as kind as we could possibly be when speaking with those we love?”
Our goal in business is to make someones life better, shouldn’t that be our intention whenever we communicate with others, friend family or foe?
We can only do that, when we KNOW what they need, want or don’t want. We can only know what they need, want or don’t want, if we take the time to ask questions and LISTEN to the answers.
Great points Bob. I am in the business of qualifying other people’s dreams for my time. Making new friends (Family) is what its all about, but I’m not in the business of wasting time. I find that the most connectible people who I’d want to hang out and be friends with anyway are usually the ones who either see the value in my product & or opportunity.
Bob, I would also posit that we behave in ways with our family that we know we’d never get away with when dealing with a prospect.
I was just thinking last night as a matter of fact, how I have friends that I know I would never get in a fight with, because I just would not allow it. And yet, I have no problem squabbling with my husband, even though he’s the last person I want any crossness with. Simply because one situation’s behavior is easier to justify than the other.
That said, I agree 100% with this proposition. You can’t ever treat someone with *too much* respect, and even when you’re turning the other cheek, you can walk away from a situation knowing that you were the best person you could be in that situation.
I believe I will be giving it a try, starting today.
Thanks for the insight!
Michelle
Perhaps the point might be even simpler: treat every one with the same respect that you would like them to give you back. If you always are thinking of the other person before yourself, this goes a long way to a mutually positive experience and a good relationship.
BTW- this principle is ancient, the good neighbor policy ( Do unto others…) is in the Scriptures.
Let’s agree to treat our prospects AND our families like they are worthy of everything we have to give.
Let’s treat our prospects AND our family with a robust, passionate curiosity of how to make their lives better without any damage to our own.
Let’s remember that we’re stuck and limited with family and they’re stuck with us – so we’re probably going to expect them to be more forgiving if we behave badly (and so we do), and they may react more naturally (even if it’s not nice) knowing that we may be more forgiving, too. But that’s just natural, so we get a true read on family when they are stressed, frustrated and, hopefully, when they are really happy.
Sales prospects, on the other hand, are virtually unlimited, so if someone isn’t interested, move on and get curious about the one who is. Some will, some won’t, SO WHAT… someone’s waiting for you to serve them. Stay curious!
Great post Bob!
I believe the platinum rule is more appropriate with our prospects. “Do unto others as they would have done unto them” Meaning: Get to know someone in a way that you can treat them the way THEY would like to be treated. We’re all different and all want to be treated differently. So I think it’s best to treat others with the respect THEY desire and you can’t go wrong.
Here’s the thing. The family member used to be a prospect. Until they became one of us. And then we started to become comfortable with this ‘unconditional’ love. And then we start to take things for granted and get disengaged.
Yes, treat your family right, like a prospect. Keep your family engaged and happy. And keep the relationship with the prospect as is coz it feeds the family.
Love your post Bob!
*jeannie