#156: People Aren't ATMs
The first lesson I always teach my sales students is that people aren’t ATMs.
The worst thing you can do, as a sales professional, is walk into a meeting and treat a customer or a prospect like a machine that you punch a code into and they give you money. Unfortunately, many salespeople make that mistake, and end up costing themselves business, and giving the profession a bad reputation.
Instead of looking at customers as though they are a wallet you simply need to open, and talking to them only about closing the deal, or additional orders, treat them instead as what they are—real, live humans with feelings and emotions and a life outside this sales transaction.
Not only is it the right thing to do, it typically results in a more loyal, long-term customer.