I can’t dance.
(Shocking, I know)
The whole “white men can’t dance” stereotype? That’s me!
And that’s despite having taken several dance classes at the community college back in my twenties. I can make the steps. I can go through the motions.
But a dancer I am not.
And yesterday I was on the receiving end of a sales call. We’d done the initial discovery, and everything about the whole process felt so robotic.
The steps were right. But there was nothing behind them.
The guy seemed dead inside, to be honest.
And hey, he even had lots of social proof and testimonials. He clearly spent a lot of money getting a good consultant to help him with his sales process. He asked the probing questions.
But man, I have not been so bored on a call in years.
No emotion. No delivery. No jokes. No questions about me. Just very to the point: do you want to buy?
All the moves were right, but there was no soul!
And when I told him maybe in September, it was an immediate “okay, thanks” and he hung up. Just so abrupt.
Here’s the thing. When you’re building a sales process, you have to remember the emotion, and that there’s a person on the other side of it..
You have to get engaged. You have to have some stake in the outcome. Some emotional connection to it.
Otherwise, the whole thing just feels dead inside.
Leave a Reply