Let's look at another similarity between Sales and Dating.
When you meet someone you're attracted to, despite an initial excitement there is usually a trial period wherein you assess the other party's characteristics, in order ascertain whether or not you're a good match.
It's usually after the initial excitement that two parties get to really know each other; once the pressure of you like me /I like you is out of the way.
Similar fashion - in business / sales most prospects are looking for someone that doesn't threaten them in any way; that they feel at ease with; that they can trust.
What keeps prospects constantly on a nervous edge is the thought that you are about to ask them to spend money.
The best way to remove their suspicion is to visit them every now and again and discuss anything other than business - politics, economics, football, tennis, Nigeria, the world and her dog. Anything at all. Just not business!
It is during such conversations that the few remaining walls of suspicion are levelled to the ground, as friendship and trust grows.
And there is no better time in the year to do that than now.
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