Imagine for a moment you on a wonderful FIRST date. There is candlelight, amazing conversation, and you feel a sense of attraction to the person across the table from you. All-of-a-sudden your date pushes his or her chair back, reaches down, and takes out a book. You may think your date might be about to read you recently written poetry to share with you. Much to your chagrin, your date takes out the high school yearbook. You are dumbfounded as your date is having you look at page after page of class superlatives, sporting events in which your date participated in, or just goofy photos that you have no interest in viewing. What are you thinking at this moment? I don’t know about you but I would think it’s probably too soon to be looking at that person’s high school yearbook.
Perhaps that never would happen. However, we do it all the time in business. It may be our first meeting. You’re having a great conversation with the salesperson they seem to be at least listening to what you have to say. Suddenly they pulled the chair back, reach down, and pull out all their marketing materials. Just as painful it as it is to look at the high school yearbook it may be equally as painful to look at the marketing materials. Why? It’s too soon in the process you have not earned the right to receive a presentation from the salesperson. There’s a time and a place to present and is not typically during the first meeting in the first 10 minutes of the meeting. Just like there’s a time and a place to look at a high school yearbook. It’s not typically on the first date. As Bruce Springsteen sings, “glory days they’ll pass you by”.
Wishing you good selling!