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There is most assuredly a chemical component to the salesperson-customer relationship. I like to call that bit of chemistry a salesperson’s “vibe.”

It can work for and against the sales professional.

We’ve all had days when every prospect and customer we touch turns to gold. I’m talking about those times when we almost become annoyed at the number of prospects and customers that are calling us to place large orders. It’s wonderful, but always temporary.

When we’re in the good “vibe” zone our positive “vibes” seem to gain momentum. We know that the next customer contact is going to yield even more gold. We have a good “vibe” going.

However, there are also days where we couldn’t sell a life preserver to a drowning man. We feel like we could quite literally give our products and services away and people wouldn’t be interested.

During those times nothing we do seems to work. Customers and prospects see us coming and head for the hills. They seem to have an early warning system. We have a bad “vibe” going.

When our “vibe” is good we must be sure to prospect, up-sell and cross-sell as much as we can. The “vibe” will end and we want to use it for all it’s worth.

For those times when we have developed a bad “vibe” we might want to consider calling it a day. My theory is, why ruin any more opportunities? I’m talking about a rare occurrence here by the way. If we’re getting a bad “vibe” more than once every quarter then we probably have other issues that need to be addressed.

What is this “vibe” that haunts and helps us? Is it confidence? Is it good luck? Is it the alignment of the planets? Is it God? No one knows. But rest assured that there is a “vibe” in sales and it makes the selling profession fun and mysterious. Learn to recognize and respond to it.

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