Excerpt from the top sales org in the world
This is an excerpt from a book I'm reading by the guy who defined how salesforce.com sells its product. They pretty much are THE sales organization on the planet. This is *real* sales fellas. None of that door-to-door bullshit, we're talking high-stakes enterprise accounts (Billion dollar +).... and yet.... it should sound eerily familiar to any POOAH worth his salt ; )
"The Layers of the Onion idea is all about how to lead a prospect through to becoming a customer. You have to realize that customers want to get to know you in small steps. And they want to feel like they are in control of that process. Think of them as a squirrel. Your job is to lay out tempting morsels one after the other to get them to take another step forward. You can also think of that as being like peeling back the layers of an onion.The high level concept here is that people need to take multiple steps to get to know you. Sales people need to relax, and stop trying to go for the close so fast. There is not enough patience in the world. This is all about patience and baby steps.
The Internet has drastically shifted power from sellers to buyers...Instead of resisting this trend and staying attached to how potential customers used to, or “should” get to know your company, go with it and give the prospects the control over how they want to get to know you. Present them with a couple of logical next steps and let them decide how and when to move forward (of course, with some helpful reminders now and then if they’ve stalled). Setting up progressive layers of the onion is key to “receiving sales” or “pulling sales” (much easier than pushing sales). Let the prospects do the work for you!
This is very significant.
I feel like all relates to pickup except the last paragraph "keep nurturing them and your “layers” are relevant & useful, they will become a customer someday!"
Yes. It correlates with "becoming a better man". As you become an "uber" man you just in general attract more women to yourself. This is not about being generic or mediocre or "good enough". If anyone was looking for the "easiest way out" for getting women, that's simply not what this journey's about.