Don't think like yourself

Have you been in this situation? You've been in a sales interaction with someone, and you usually have a one-call close, but they don't seem to want to make a decision. Or maybe you're going over some details, and they look bored. Or perhaps they're talking about their weekend, and you want to move on to business!

You're making a huge mistake! You're selling how you want to be sold to. Then you're surprised when the other person doesn't think like you do!

Unless we've learned otherwise, we think that other people make decisions just like we make decisions. Maybe we make decisions quickly, so we're frustrated when others don't. Perhaps we like details, so we don't understand when other people's eyes glaze over. Or maybe we like to get down to business, so we can't understand when other people want to talk about their personal life.

Making that assumption can be dangerous! We're trying to sell the way we like to buy. We're assuming that they're wired the same way we're wired. And because occasionally that happens, we get confused when it doesn't.

Instead of selling how you buy, quit thinking like yourself! Pay attention to the other person, and adjust your communication and selling style appropriately.

Does the other person seem slow to make a decision? Say to them, "It's perfectly okay if you don't decide now. I understand you may want some time to think about it. Plenty of people do. When would you like me to follow up with you to check in?"

Does the other person not seem to like details? Say to them, "Some people want to hear all the details, but not everyone does. Is there any specific area you'd like some more detail on?"

Does the other person want to talk about their personal life? Spend more time than you would naturally talking to them about their personal life!

Treat others the way they want to be treated, not how you would like to be treated.