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    How To Date Your Clients
    How To Date Your Clients
    How To Date Your Clients
    Ebook87 pages43 minutes

    How To Date Your Clients

    By Lauren Lindsay

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    About this ebook

    Here’s the thing that’s often overlooked – sales is fundamentally about getting people to like you. Specifically, getting them to like you enough to give you a shot and try whatever product or service you’re peddling. And what other school of thought is dedicated to the sole aim of getting people to like you?

    The world of dating.

    This book will outline how to overhaul and elevate your interpretation of sales, to approach your clients in an entirely new way.

    You’re going to stop trying to sell to them, and start trying to date them.

    LanguageEnglish
    PublisherLauren Lindsay
    Release dateAug 17, 2017
    ISBN9781370322008
    How To Date Your Clients

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      Book preview

      How To Date Your Clients - Lauren Lindsay

      How

      To

      Date

      Your Clients

      by Lauren Lindsay

      Transform your sales game with a revolutionary approach to winning clients.

      Stop selling to them

      And start dating them.

      Copyright

      Copyright Lauren Lindsay 2017

      Smashwords Edition

      License Notes

      This ebook is licensed for your personal enjoyment only. This ebook may not be resold or given away to other people. This ebook remains the copyrighted property of the author, and may not be redistributed to others for commercial or non-commercial purposes.

      Dedicated to…

      All the salespeople of the world.

      It’s a tough gig,

      but if you can do it

      you absolutely should.

      Contents

      Intro

      Chapter 1 – Don’t be a sales sleaze

      Chapter 2 - Chat up lines

      Chapter 3 - It’s the little things

      Chapter 4 - ‘Saw this, and thought of you’

      Chapter 5 - Ghosting

      Chapter 6 - Gratitude

      Chapter 7 - Trust me, I’m good

      Chapter 8 - DMCs

      Chapter 9 - Who gives a fuck?

      Chapter 10 - Make them laugh

      Chapter 11 – War of the Robots

      Chapter 12 - Personal Brand

      Conclusion

      Acronyms

      About the Author

      Intro

      Over the last decade, I’ve been on a lot of sales training. I’ve completed courses and attended lectures; memorised models and lists of killer questions. I’ve been subjected to best practice, monthly conference calls and top tip PowerPoints. Despite all the variations and layers of complexity, it usually breaks down to the following:

      1. Intro/Build Rapport

      2. Question

      3. Sell

      4. Close

      That’s as basic as it gets. But here’s the issue – ‘build rapport’ is thrown in there like it’s the simplest thing in the world. Sometimes it’s not even mentioned, and just assumed your clients will warm to you as soon as you declare your name and company. From experience, the opposite is more likely. If it were that easy, we’d all be best friends with our clients, and have instant, delightfully profitable business relationships.

      Steps 2, 3 and 4 are given masses of attention, hours of focus and course content dedicated to question funnels and needs based selling and an arsenal of certified closes. However, if you don’t make it past the intro - if your client doesn’t like you enough to hear what’s coming next - it’s game over. Client X has disengaged and you’re onto the next name on your hit list.

      Very few of us in sales have the luxury of selling a product or service that is unique. We’re rarely in a position to sit back, and watch our clients form an orderly queue to sign contracts. We must compete - for attention, opportunity and ultimately, business. Our livelihoods depend on it.

      In a university lecture years ago I was told,

      The essence of sales is buying something for a fair price, from someone you like.

      We’re not pricing analysts but the someone you like part is where we can all influence our own success. If you can master that part of the sales process, it’s a game changer. If your clients like you first, they will listen to what you say next, and ultimately, you’ll create endless opportunities to sell.

      Clients don’t buy from salespeople they don’t like. No one is desperate enough to use you when there are hundreds of other suppliers they’d rather deal with over you.

      So, it got me thinking - where can us salespeople find the resources we badly need to get our clients to like us? What field of thought may have the valuable insights to enhance our sales game and give our likeability prowess the education it needs? And then it hit me.

      The world of dating.

      As someone who has done a fair bit of (field based) research in this arena, I can confirm that sales and dating go hand in hand. Both involve people at opposite sides of the equation, both have the sole aim of getting someone to like you, and both have great pay offs if you’re able to nail your prospects.

      In this book, you’ll find tried and tested dating techniques that have the power to elevate your sales pitch and transform the way you approach your clients. Your likeability will become your competitive edge and your relationships with your clients will evolve past what you’ve been trained to aim for before.

      I’ve been sales side for most of my career, client side more recently, and dating all the way through, so I can confidently say the chapters that follow give authentic, realistic and effective advice. You’ll find a lot of In real life examples of how this works in practice, and the occasional Date night story to keep you interested.

      And so, we begin.

      Chapter 1 –

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