Top 10 Ways to FAIL Miserably at Being Relatable to Prospects

Introduction

Sales coaches everywhere tell their protégés the same thing: you must be relatable to prospects if you want to make the sale. But what if being too relatable is actually the kiss of death for your sales career?

Here are 10 surefire ways to FAIL miserably at being relatable to prospects.

Trying Too Hard to Be "One of the Gang"

Don't try too hard to be "one of the gang." You're not their friend, and you never will be. You're a salesperson.

It's important to be relatable to prospects, but you don't need to go to extremes in order to do so. Don't act like you're one of them, don't use the same language they do, and don't try to act like their best friend, from the first meeting.

You're there to make a sale, not to become best buddies immediately. Keep things professional, and you'll be much more successful.

Refusing to Listen

One of the biggest mistakes you can make when trying to be relatable is to not listen to what your prospect is saying. If you're constantly jumping in and trying to steer the conversation in your favor, you're going to seem disingenuous and pushy.

Instead, take the time to actually listen to your prospect. Hear what they have to say and respond accordingly. Not only will this make them feel heard and respected, but it will also help you gather valuable information that you can use later on in the sale.

Not Understanding Social Cues

One of the quickest ways to fail at being relatable to prospects is to not pick up on their social cues. For example, if someone is crossing their arms and leaning away from you, it probably means they're not interested in what you're saying.

Similarly, if someone is asking a lot of questions and showing a lot of interest, it means they're engaged and interested in what you have to say. So always be aware of your prospect's body language, and adjust your conversation accordingly.

Making Everything About You

When you're trying to connect with potential buyers, it's important to make them feel like you're speaking directly to them. Unfortunately, some salespeople make the mistake of making everything about themselves. Here are 10 ways to make sure your prospects know that you couldn't care less about them:

1. Talk endlessly about your own experiences without asking any questions about theirs.
2. Boast about your accomplishments and dismiss theirs.
3. Tell them how much money you've made or how successful you are.
4. Make everything about you.
5. Act like you're doing them a favor by speaking to them.
6. Complain about your job, your life, or anything else that's going on in your world.
7. Use complex language and jargon that the prospect won't understand.
8. Brag about how knowledgeable you are about the product or service you're selling.
9. Be rude or dismissive towards them.
10. Give up easily if the prospect doesn't seem interested in what you have to say."

Being Judgmental

One of the quickest ways to alienate people is to be judgmental. If you come across as someone who's always looking down on others, they're not going to be interested in building a relationship with you. So, if you want to be relatable, it's important to be open-minded and non-judgmental.

Remember, everyone is different and there's no such thing as a perfect person. So, don't be quick to criticize others—instead, focus on the things you have in common. When you show that you're accepting and understanding, people will be more likely to open up to you.

One-Upping

It can be tough to be relatable to prospects, but it's important not to overdo it. One of the easiest ways to FAIL at being relatable is to one-up them. Don't try to make them feel small or inferior in order to make yourself look better. It's not a good look, and it will only make them less likely to trust you and want to work with you.

Always Needing to Be Right

One of the easiest ways to turn people off is to come across as someone who is always trying to be right. No one wants to be around someone who is always critical and judgmental, and who never seems to be able to take a step back and see things from another person's perspective.

If you want to appear relatable to prospects, it's important to be able to admit that you're not always right, and that you're open to other people's viewpoints. Showing that you're able to listen and learn will make you a lot more likable and trustworthy, which is key when trying to build relationships with potential customers.

Always Needing to Have the Last Word

It's important to be relatable to your prospects, but it's also important to know when to stop. There's nothing worse than a salesperson who always needs to have the last word, and it can quickly turn people off. If you find yourself constantly arguing with your prospects or trying to one-up them, you're doing it wrong. Remember, the goal is to build a relationship, not win an argument.

Always Needing to Be in Control

When you're trying to be relatable to prospects, it's important to let go of some of your control and allow for a little bit of spontaneity. However, if you're always needing to be in control, it's going to be nearly impossible for prospects to feel a connection with you.

People who are always in control come across as unapproachable, rigid and even a bit arrogant. They're more concerned with appearing competent than they are with developing relationships. Prospects will pick up on these cues and will be far less likely to do business with you.

Not Being Able to Admit When You're Wrong

One of the quickest ways to lose the trust of your prospects is to not admit when you're wrong. If you make a mistake, own up to it and apologize. This will show your prospects that you're human, and that you're willing to admit your mistakes and learn from them.

Conclusion

Don't be a pushy salesperson.

Don't be fake or insincere.

Don't forget that people buy from people they like and trust.

Don't forget your audience is people, too!

Don't underestimate the power of a genuine connection.

Don't forget to have fun!

Remember, being relatable is about establishing a genuine connection with your prospects, and there are many ways to achieve that. Just make sure you avoid these ten common mistakes!

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