Similar hobbies: the secret ingredient to closing the deal
When I first started selling, I knew nothing about closing or how to make a good sales presentation. Still I made more sales then, than I did two years later after going through several hours of sales training. How could that be?
Somewhere along the way I had stopped being curious about the people I was selling to. In the beginning when I knew nothing, I simply went out there and met people, talked to them the same way I talked to my friends. Listened to what they had to say, which eventually led to me finding out what they were interested in.
Sometimes I disvovered that they were interested in fishing, which also happens to be one of my biggest hobbies! Stangely enough (or so I though at that time), those meetings were the ones where I made the most sales. I usually ended up saying very little about my product, I was too busy talking about fishing.
It was almost like they were buying me, not the product – And that ladies and gentlemen are one of the biggest secrets of selling. The moment the prospect starts to like you, your chances of closing the deal are multiplied tenfold.
What is the easiest way to make a connection with you and the prospect? I guess you know the answer to that question by now. Show interest in the other person, and if you by any means find out that he or she is sharing the same hobbies as you. Start talking about it!
Until next time, happy selling!