In many ways, sales is a lot like dating. For example, you can’t skip steps. Rather than getting right to the point, you spend time getting to know the other person. You ask more about them than only talking about yourself. You might get rejected sometimes or you might not like the other person. And, like in dating, you realize that committed relationships are better in the long run that quick sales.

Sales can feel complicated at times, which is why it helps to know pitfalls to avoid. In this issue of PromoPro Daily, we share some guidance from Kelly George, an analyst at the Center for Sales Strategy, on what you should avoid on your journey to find “the one” in sales.

Pursuing the wrong people. A little analysis can go a long way, George says. Spend time defining what you are looking for so you can eventually find a relationship that works. It seems obvious, but make sure you get specific about what you’re seeking so that you can select the right prospect.

Moving too fast. You wouldn’t ask someone to marry you on the first date, so don’t expect a prospect to sign a contract at your first meeting. Every vertical and product has its own natural sales cycle, George says. If you want to create a lasting relationship, invest the time to build rapport, define the prospect’s true needs and determine whether your company is the right fit to fulfill those needs.

Staying on different wavelengths. All partnerships are built on open and honest communication. You can make sure you and your prospects are on the same page, George says, by giving intention and attention to aligning expectations every step of the way. Unless you’re on the same page, you won’t be able to align on the big things.

Allowing too many surprises. According to George, a surprise is the inevitable consequence of unaligned expectations. Surprises can destroy trust in the process, the person and the solution. And sometimes they can derail the entire relationship.

Want to be lucky in sales? Be honest, know where you stand and don’t waste time on people who just aren’t that into you. The right one will come along.

Compiled by Audrey Sellers

Source: Kelly George is a talent analyst/engagement specialist at the Center for Sales Strategy. She has more than 20 years of experience in talent and career management, consulting, sales and human resources.