Can I get your number?

Imagine you’re a straight male in your mid 20s. You’re in a bar and you see a girl. You decide you want to get her number. How do you get it?

It’s a fun scenario but also a useful analogy for selling, which I’ve been doing on the DFS shop floor this week. Of course, the analogy is not perfect (you can choose to swap genders etc) but for now we’ll stick to this for the sake of simplicity. No offence intended. Disclaimers done, let’s see what happens next.

Firstly, you need her attention. At the moment you know nothing about her except the fact that you want her number. Asking ‘can I get your number’ is probably not the best first line. The best conversation starters are simple, open, and generate conversation. Being able to avoid ‘I’m just waiting for a friend’ (and the customer equivalent of ‘I’m just looking’) is important.

The conversation should flow naturally if you ask the ‘right questions’ (see previous post). For a salesperson, depending on your product, you must spend a certain amount of time building rapport. If I sell bottled water, and you’re thirsty, I can probably sell you a bottle without saying a word. Larger, more considered purchases benefit more from building a relationship and trust.

The best way to deal with any objections when you ask for the number is to prevent them. Has she already mentioned she’s vegetarian? Asking her out for a steak just gives her an opportunity to say no. In turn, the salesperson must really listen to their customers to find out how the product suits their needs and lifestyle.

Finally, timing is crucial for closing a deal. If you ask for her number too soon, the rapport you’ve built may seem insincere. Perfect timing and no objections will mean a yes. However, even if you simply talk and listen, you may be approached by her again the next night. In the same way, being helpful and building rapport with a customer may not always result in a sale. But if the customer leaves feeling that they have received a good service, you can bet they’ll consider coming back to you.

Selling is about leaving with the number and a glowing recommendation. Being a smooth talker can help you in the bar, and on the sales floor, but at the end of the day a sincere interest in your customers will shine through no matter what.

Note: this article was written in September 2011 during a year long placement with the New Entrepreneurs Foundation. Originally published atushmanef.tumblr.com.