Let’s face it: Salespeople get a bad rap. Scammers, con artists, and inexperienced or unempathetic sellers make it hard to convince customers you have their best interests in mind. Here are three qualities every salesperson must have to convincingly sell with heart.
The most important trait of an ethical salesperson is having a product or service that is honest and true. You can’t ethically peddle something that doesn’t have value for your potential customers. Sure, it’s exciting to make a sale. It gives you a sense of accomplishment, and the payout isn’t too bad, either. But if what you’re selling doesn’t also benefit your customer, then you’re no better than a swindler. Your product has to be a win for the customer, and you have to believe in it wholeheartedly to succeed.
The ‘How Ya Doin’?’ Call
The sale is done. The dotted line is signed. The customer is happy, and you are excited. Time to forget about them and move on to the next sale, right? Wrong. You have to follow up with customers after a successful sale. If anything has gone wrong, checking in will allow you to be proactive in fixing it. Being proactive builds trust and bolsters your chance of a referral. It also lets you learn from happy and dissatisfied customers. You can discover what worked, what didn’t, and what they wish they had known before buying. Picking up the phone — or dropping in — to leave a postsale impression could be more valuable than you realize.
A good salesperson knows what their customers want. They actually listen to what customers are saying and don’t second-guess customers’ needs. Many people associate salespeople with smooth-talking and wittiness. But in reality, a good salesperson just needs to be a good listener. When a customer says, “I just want something that works,” they are not looking for the latest and greatest model. They just want something that works.
Selling with your heart is easier than it appears, and these methods are a solid foundation for creating strong, lasting customer relationships.
Thanks for reading,
Randy Sklar, CEO
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