Make friends, and help them! ??

If you were to take all the top performing Salespeople from a random selection of businesses and sectors, and find a common characteristic…?what do you think it would be? ??

Would they all be cold blooded and calculated? ??

• Not caring if customer getting the right solution.
• Not caring if their customer is happy.
• Only caring about hitting their targets and getting paid. The classic?“Sleezy Salesman”!

Would they all be incredibly generous? ??

Only want their customers to be happy!

• Gives out discounts
• Adds freebies
• Never chases up unpaid invoices.?

Would they all be detail-driven geeks? ??

• Knows every single tiny detail about their product.
• Knows every single tiny detail about their competitors.
• Able to answer absolutely any question thrown at them in exactly 0.05 seconds 100% of the time.

Of every top performing Salesperson I’ve met… there has been one outlier. One?defining?factor that is clear in every single one.

I like them!

It’s a simple as that!

• They’re nice.
• They smile.
• They take an interest in me.
• And… I just want to keep chatting to them!

So – why does so much of the sales training you find online tell you to do the opposite? I won’t name names but have a look YouTube, LinkedIn, TikTok… you’ll find them!

Bully the gatekeeper!

Never take "no" for an answer!

Don’t be a wimp –?PICK UP THE PHONE! ??

Sure, it gets clicks and makes those watching it feel ‘alpha’ – but it’s the wrong approach!

Chris Croft advises newbies to Sales that it’s just “making friends and helping them” and he’s right!

Yes, you need to have a bit of back-bone when you negotiate but people should like you… not fear you!

“Don’t make them like you, make them RESPECT you!”

Why not both?

Why not be someone adding value with knowledge and integrity… whilst being nice?

Would you buy from the school bully? No, me neither!

So, here are 8 ways to be liked by your prospects:

1.?????Smile!

2.?????Ask questions about?them?– and then?listen?to the answer

3.?????Have?their interests?in mind, not your target!?

4.?????Remember details?and reference them later – they’ll appreciate you proving you cared

5.?????Respect those around them –?YES!?That includes the gatekeeper!

6.?????Respect their time – Don’t waste it on anything you don’t think they’ll like or find valuable

7.?????Don’t be pushy – it’ll either ruin the deal or force a sale… and then?buyer’s remorse

8.?????Be honest?– it takes a long time to build trust, and just a second to destroy it.

Oh… and if you become their friend then they’ll?fully open up to you about their pains and problems. If you can solve those pains or problems, then you can?SELL THE SOLUTION!

Remember…

Don’t sell the pen, sell the solution!