Likability is a key factor in retail sales, as it can help you build rapport, trust, and influence with your customers. But how can you measure and improve your likability, and how does it affect your closing rate? In this article, we will explore some strategies and tips to boost your likability and increase your sales performance.
Likability is the degree to which people find you pleasant, friendly, and agreeable. It is not the same as popularity, which is based on social status and recognition. Likability is more about how you make others feel and how you relate to them. Likability can influence how customers perceive your products, services, and brand, as well as how willing they are to buy from you.
People buy People. Based on the level of relationships you have build with your customers plus the way you present and package yourself as the seller, customer buying decisions are likely to be influenced by your likability. A good number of customers buy because of how they view or perceive you as the seller. If you have the habit of listening to your customers and solving their issues as raised, your likability rises and they listen back leading to higher closures. Likability helps alot during low season or when your prices go up. You shall still get sales due to your likability. Likability cascades to your product making customers to view it in positive light. If they really like you, chances are they will also like your products.
Nobody cares how much you know until they know how much you care. So for me just caring for each customer is half the battle. The question that always captures me is does “more likable” equal “more sales? If the customer really wants the product would they let an unlikable person kill the transaction? Or what if a really likable salesperson isn’t knowledgeable with the product?
Likability is the degree to which people find you pleasant, friendly, and trustworthy. It can influence your customers’ emotions, perceptions, and decisions. Likable people tend to endear themselves to others and make friends easily 1. Appearance and Body Language: Dress appropriately, smile, and maintain eye contact. 2. Communication and Listening Skills: Use positive language, active listening, and empathy. 3. Provide Value and Solutions: Highlight the benefits of products or services. Express Appreciation: Show gratitude and follow up post-sale.
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Likability, some marketers overlook it by trying too hard to self-promote. It will end up with the impression of arrogance and eccentricity. It will make it harder for them to promote their products and even theirselves. Likability will give a “click” with customers and it will be easier to promote your products.
Likability can have a significant impact on your closing rate, which is the percentage of prospects who become customers after interacting with you. Research shows that people are more likely to buy from salespeople who they like, trust, and respect. Likability can also help you overcome objections, negotiate better deals, and generate referrals and repeat business. By being likable, you can create positive customer experiences and loyalty, which can boost your reputation and revenue.
In sales, likability is crucial for trust, effective communication, and positive brand impressions. To enhance likability and increase closing rates: Engage Actively: Be fully present, displaying genuine interest in customer needs. Personalize Interaction: Use customer names, maintain a friendly demeanor. Provide Value: Emphasize benefits and solutions, showcasing positive outcomes. Utilize Social Proof: Leverage testimonials to highlight positive customer experiences. Express Gratitude: Show appreciation and follow up post-sale to strengthen relationships. Enhanced likability facilitates lasting relationships, effective communication, objection handling, and a positive brand reputation, leading to improved success in closing deals.
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When you are in a selling business it is always advised to observe the buying pattern of your target customers. Your customer must like your selling more than the person selling the product. It’s never about the product but how it has been sold and more importantly what has been customer’s experience of buying the product matters. You will never find a good product sold through a bad sales process. Never. So, customer must like and feel involved in your sales process and rather being sold they should feel like they owned the whole process.
One way to measure your likability is to ask for feedback from your customers, colleagues, and managers. You can use surveys, reviews, testimonials, or ratings to gauge how satisfied and loyal your customers are, and how they rate your service and personality. You can also use self-assessment tools, such as the Likert scale or the Big Five personality test, to evaluate your own strengths and weaknesses in terms of likability. You can then use the feedback and results to identify areas for improvement and set goals for yourself.
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To measure likability, observe interactions, reviews, and comparisons with others. Use tools like SurveyMonkey for feedback. Likability is dynamic; improve by being present, using names, providing value, leveraging social proof, and expressing gratitude
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Seeking feedback from all media is one option. However when a client ref my name in his closed circle of connections to contact me for their needs , with a statement that the best guy to deal with all our requirements. In short, a word of mouth is the best publicity to get the repeat and ref business. In my sales career spanning 2 decades, when I was handling B2C segment, ref business deals are more than any other business.
Improving your likability is important in sales, and there are several effective ways to do it. Smiling and making eye contact can convey warmth, confidence, and interest, helping to establish rapport and trust. Listening and empathizing with customers shows that you care about their needs and wants. Additionally, being authentic and honest is essential; customers can sense when you are genuine or not. Respect and courtesy are also key; treat customers with dignity and kindness, avoiding rudeness or arrogance. Use polite language, address them by their names, thank them for their time and business, and follow up after the sale . These actions will demonstrate your respect for their opinions and preferences, as well as your appreciation for their loyalty.
Likable people easily make friends. To enhance likability: 01. Be fully present and attentive, showing genuine interest in customers' needs. 02. Use names, smile, and sound friendly when communicating. 03. Provide value, emphasizing benefits of products/services. 04. Utilize social proof and testimonials to showcase past successes. 05. Express gratitude, and follow up with customers post-sale.
Likability index is purely how good you are in understanding clients. For this below are important inbuilt features for a sales person. In my sales career spanning 2 decades, I was instrumental in understanding the client expectations, psychology and pain areas. That's all clients needs , then other things fall in place, including new sales deals.
Improving your likability is essential for closing more sales, and you can do this by applying it to your sales process and techniques. Social proof, reciprocity, and scarcity are three effective ways to influence your customers. Social proof involves using testimonials, reviews, ratings, endorsements, or referrals from other satisfied customers or experts. Reciprocity involves offering something of value for free to create a sense of obligation and gratitude in your customers. Scarcity involves using time-limited or quantity-limited offers to create a sense of urgency and demand. With practice and feedback, you can learn and develop this skill , which can not only increase your sales performance but also your personal and professional satisfaction.
To apply your likability to close more sales, you can follow these tips: 01. Be fully present and attentive when interacting with your customers, and show genuine interest and curiosity in their needs and goals. 02. Use your customers’ names, smile, and sound friendly and enthusiastic when talking to them. 03. Provide value and solutions to your customers, and highlight the benefits and outcomes of your products or services. 04. Use social proof and testimonials to show how your products or services have helped other customers like them. 05. Express gratitude and appreciation to your customers, and follow up with them after the sale
All ratings available on social media cannot be trusted all the time. Sometimes it can be paid for review also. However the word of mouth is the best tool to get the likability index to improve, whether it is for sales people or products or services that we offer.
In India, where relationships are often valued in business, likability can be exemplified through cultural understanding and personal connections. For instance, a salesperson who takes the time to build a personal relationship, shares cultural insights, or even engages in small talk about festivals and local events is likely to be viewed more favorably. This likability factor can influence the customer's decision-making positively, leading to a higher closing rate. Building genuine connections and demonstrating a likable personality can create a lasting impression and increase the likelihood of successful sales interactions in the Indian market.
Let me clear the scenario with the blunt truth. When as a sales person you want to win the deal based on merit, then these my experience work in your favour all the time. If the client is dealing with many vendors with high value ticket deals and motivation to place the order is with vendors who offer him a kick back to close the deals. Then mark my words, nothing works. Better don't chase such clients, rather close the deals who are ethical in their dealings.
Likability can significantly enhance your closing rate by fostering positive connections and trust with potential clients. When people find you likable, they are more likely to: 1. Build Trust 2. Open Communication 3. Overcome Objections 4. Repeat Business 5. Positive Influence 6. Referrals In essence, likability creates a favorable environment for successful sales interactions, contributing to a higher closing rate.