The Joy of Selling by Steve Chandler

Author:Steve Chandler [Chandler, Steve]
Language: eng
Format: azw3, epub
Publisher: Robert D. Reed Publishers
Published: 2011-10-01T04:00:00+00:00

32

Put Your Hand in the Hand

Beware of the electronic virtual universe. It can be truly unreal. It can fool you and make you feel like you're in control. It can make you think you are connecting when you are not.

Always remember to be real, not just virtual. You can't count on a virtual relationship for sales to happen. Your relationship has to be warm and personal.

Too many people become addicted to e-mail and fax and voice-mail. It seems easier. It seems like you are in more control. You don't have all those uncertain human emotions rising up like they do whenever someone is talking back to you or asking you questions. You don't have an untrustworthy human to talk to.

Going electronic feels like communication. It feels like progress.

But beware.

Because, in the end, when everything else is equal, people buy from the relationship they trust the most. The person they have been with in person. In person, you can hear all the subtleties in the human voice. In e-mail, you can't. In person, you can see into a person's eyes. You can see the eyes twinkle. You can see them widen with worry. You can see them glaze over if you're talking too much. If you are in someone's office, you can learn so much about the person by the pictures on the wall, by the funny objects on the desk, by everything. There are tones everywhere.

I was in a prospective client's office recently, and while I was there he took a call about his niece, who was having problems. When he got off the phone, he looked very depressed. I, hesitatingly, asked him if he was okay.

"Oh, yeah, well, it's my niece," he said. "She's such a great person, so smart. But she's involved with drinking again."

"I know what that's like," I said. "I had that problem myself for many years."

My prospect seemed to pick up.

He said, "That's right. I remember reading about your problem in one of your books. I want to give her that book! She loves to read, and it would be a great way to reach out to her."

"I'll send you the book tomorrow," I said. "And if she wishes, she can call me after she reads it. All I have to share is my own story, but sometimes that's all someone needs to be inspired to get some help. She needs to get help. She has a great opportunity in all of this."

"Opportunity?"

"Yes, the opportunity to grow her spirit and help other people. Addiction is bad, but if you recover from it, in some ironic way, it's good. It gives you an experience of using the spirit that a lot of people never get."

My prospect was totally lit up by now. I won't share the entire story of how things turned out with his niece, but they turned out very well. And that's not even the point here.

The point is that if I had not been there in person, if I had been conducting all

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