Maybe you have read the comment posted by a friend of mine (grande Nacho!) who drew a parallelism between starting up a company and "picking up" a nice woman (ok, or man, if you are woman, it's just that it seems easier for women to pick up men...). You need to have a plan; you certainly need to generate leads; follow up and maintain your contacts; be sure that you have something interesting to offer and that can be different from other competitors; prepare to present what you have in a good manner; generate a sense of urgency in that a "deal" needs to go through; and.... then it comes a moment, the last moment, when you think your chances are high, you think you have done everything right, and still..."te quedas a dos velas" (literally "you are left with two candles") it seems that the opportunity evaporates just before your eyes.
Why? Well I guess that nobody really knows what happens, but closing a deal has an "immaterial" touch, which few people can really grasp. There is no standard way to do it I guess, but there are things that I believe you should NOT do. For example: look desperate (but still, you want to push a little bit). Another example could be bring it to a point where the answer is only yes or no (so, it's not "do you want to go home with me?", but "shall we go home or you prefer to take a walk, or shall we go and have something to eat?").
Do you have other examples of things not to do (or to do) to close a sale (or conquer somebody)?
Let me know. In the meanwhile, two blogs that I think could be interesting for you:
- http://www.iltrafficante.blogspot.com if you are interested in Italy, speak Italian and like to know more about what's going on there
- http://merodeando.com/ great title (Merodeando por la enredadera), if you speak spanish and are a supertechie, as Julio....
Ciao
Elio
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