I have often compared sales to dating. Think about it. We put all of our features out there, selling our strengths, hoping we find someone that values our qualities. Ideally, we would like to find someone that says, “Yes.” That’s a sales process. Consider these real world examples.

There are two models and two extremes when it comes to online dating. On one extreme, you have Tinder, a popular platform where you share a short bio and a profile picture. You put all your great qualities on display, and with a photo and a few words, you are sharing your awesome features with the world. With Tinder, you are basically saying, “Here I am, pick me!”

On the other extreme, you have Match.com, a platform that looks at all of those same qualities. But instead of plastering every detail on the screen hoping someone will pick you, a computer looks at every detail -- your personality, your awesome features, the qualities that are most important -- and offers an ideal solution on what matters most. You want a tall, kind, cat lover, who likes long walks on the beach and fantasy football. Good luck with that. Nonetheless, Match.com will find someone that’s a perfect fit for those qualities.

Imagine picking up the phone, talking with a new prospect or client and they say: “I’m looking for your services, what can you do for me, what’s it gonna cost?” It would be really easy to just start rambling off all of your brand’s amazing qualities. We are awesome. We have a great team. We have been in business for years. We have served thousands of customers. We have a special process. We have special features. We are the best value. Pick us! If that’s your sales approach, you’re just hoping to get lucky.

I believe brands are most successful when they apply a Match.com style analysis. This models Stephen Covey’s 7 Habits of Highly Effective People. Listen first and then provide solutions that are a perfect match for the customer. That same prospect can call and say: “I’m looking for your services, what can you do for me, what’s it gonna cost?” Rather than diving in and immediately telling them what you can do and what it costs, back up and start from the beginning.

The Match.com sales pro goes through a process of discovery. They ask the new prospect to confirm their contact information. They ask them to describe their project and goals. They ask them to share their experience purchasing products or services like yours -- giving invaluable insights into alternative products or competitors. They ask about pricing expectations and time horizon. Once they really know what makes them tick, what solutions will make the customer happy, then they present the options that are truly a best fit.

Light a match to your sales tinder and I guarantee you will see better results. Checkout this YouTube Video and please reach out if you would like help building or improving your sales process.