Why romance & foreplay is important in Sales?

In my career of more than twenty two years, I have seen majority of the sales people are struggling with closing a deal with their customer despite of having a fairly decent knowledge on product and services.

The Sales people are so very imprisoned &  captivated in the “printed sales brochure” that some-way down the line they fail to establish connections with their customer.

The problem here is not the brochure but the inability of the sales person to understand the selling strategy. Sales are basically a by-product of strategic crafting of “ideas through messages” which will create the maximum impact on the target segment. 

Just imagine how between two strangers a romantic relationship is developed. The basic philosophy is not to push your ideas forcefully but listen what other person has to say, how they feel about certain things & make an effort to understand each other’s point of view. This is the only way you can able to emotionally connect with each other which will lead to a more meaningful relationship.

If you really want to make a mark in sales, think twice before pushing your product. Listening carefully what customer has to say & then address the customer’s concern through your product and services is the first & foremost step you should take as a sales person. You should be able to create a level of comfort with the customer through empathic listening followed by value added discussions.

Romance & foreplay in sales is establishing a connection of mutual trust & respect with the customer by changing the selling process from transactional to transformational.