Tuesday, April 12, 2011

Chemistry Class.


I have always said you have to be yourself. All things being equal, people buy from people they like. What if they don’t like you? Notice I said you, everyone likes me…..

How do you overcome this objection? If you can, by backing out of the process. If you have another resource that can fill in, get out. Don’t make a big deal out of it, it is a last minute business trip, you are sick, goldfish just died. Make up a reasonable excuse with little detail as to why you need to have another person take over. They may act sorry…but they aren’t.

If that isn’t possible for some reason and you have to stay in the process, be small. Scale back. A little of some of us goes a long way. Don’t be the lead the center of attention. Always be respectful. Ask permission before you do anything. Is it OK if I call you next week? Would it be alright if I run some numbers for you? They already don’t like you, it is easy to get angry with you for some minor thing, don’t give it to them.

Even if they don’t like you, make sure they respect you.