People by from People. You better believe it.
Ken Trim, MCT Lifeskills
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Customers seem to prefer to buy products and services from sales people that they like and you’ve probably heard this many times before as “people buy people”.
If you accept the truth of this, then how are we going to make sure that someone about to buy would prefer to do business with you and your company?
An absolutely superb starting point would be to remember the old adage “To make a friend be a friend.”
Help others as often as possible and certainly don’t be selective in whom you choose to help. You can usually make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.
Most peoples favourite subject is themselves, their business, their problems, be pleased to offer and provide practical solutions where applicable.
Sometimes we overlook the basics and with that in mind remember to use the other person’s name.
People value their name more than the rest of us realise and by using someone’s name you are showing respect from the outset. Make sure you get it right and if you didn’t catch the other person’s name when being introduced then ask for the name to be repeated.
Often it’s sensible to ask for a name to be spelt, particularly when talking to someone over the phone and this way you avoid any embarrassing and annoying mistakes.
The debate on when to start using first names rages on, therefore if you’re in doubt play safe and ask for permission to use a first name. This may seem a little old fashioned, however you would be surprised how many people are annoyed when a stranger starts using their Christian name without being told to do so.
If we’ve set out to have a more helpful disposition and we’re remembering all the basics such as calling customers by their name, what else should we be doing to ensure we separate ourselves from the crowd? Good question. Let’s go back to the original proposition that people prefer to buy from people that they like. When Customers have been asked to be more specific as to why they are willing to do business with some sales people but not others, their answer can be incredibly enlightening.
Consistently people making a purchase have indicated that the major factor in their decision making process is their confidence in the salesperson. In short, to be successful we need to become more confident.
Interestingly you may dramatically benefit with your confidence by appreciating that “You are the way you think.”
This is not an original thought, a number of people have discovered this. Books, courses, seminars, etc. have been devoted to this one premise, “You are the way you think.” If you think positive, optimistic thoughts you become a positive person, the glass is half full so to speak. Of course the opposite is also true and if you think negative thoughts you will become a negative person. If you decide to be cynical, pessimistic, etc. then you have chosen to be a negative, cynical, pessimistic person and that is now your personality.
Your thoughts and the way you choose to see the world around you is simply that, your choice. Please accept that it is in your interest to have a positive mental attitude about everything you do and everyone you meet and mix with. It is completely your choice how full or how empty you choose to see the glass.
On the eve before he was made up to the rank of General, the accomplished and respected officer paced up and down his tent. When questioned by his wife as to why he seemed so worried, the officer moaned that he was about to become his country’s youngest ever General and he didn’t feel at all confident. The wife’s advice was simple, she said dress like a General, walk like a General and talk like a General and you will be a General.
If Napoleon was here today he may well say “and the rest was simply history.”
One superb strategy to help improve your thinking and reframe your thoughts, is to change the words you use.
For example; a problem becomes an issue, a challenge or better still an opportunity. Some people prefer to see a problem as a project and if that works for them then they should continue to use this tactic. By changing the name or label you give something you actually change the way you perceive it.
You may find others struggle to take this concept seriously, however, speaking from experience you will find this one of the easiest ways to adopt a positive attitude particularly in the face of adversity.
Ask yourself, which would you prefer to have to deal with, customer’s concerns or customers objections? I would expect the vast majority of salespeople to prefer dealing with concerns rather than objections particularly as the latter could result in the salesperson getting far too defensive.
If changing the words you use is a superb tactic for reframing your thoughts then smiling is surely an excellent way of changing the way others see you. As well as helping others relate to you more positively smiling will help you feel better about yourself.
The ancient Chinese have a proverb, “A man without a smiling face must not open a shop,” and if that shop was a take away then you might be thinking that really is “food for thought.”
So far we’re endeavouring to be more helpful, we’re remembering the basics such as using the other persons name, we’re thinking and acting more positive even to the point of changing the words we use. In addition we’re happier and we smile more, now is the time to take the next step.
As salespeople you often work alone, you don’t always see yourself as part of a team, you don’t necessarily appreciate that without a Company behind you, your success would be short lived. You will see enormous benefits by learning to co–operate. Not just with your customers and prospective customers, but also with your colleagues, your service department and your boss.
Co-operating with others will pay dividends, as you will be seen as a positive and helpful individual, more opportunities will come your way, and more support will be provided when you need it.
Andrew Carnegie the steel magnet and in his day the richest man in the western world, the early twentieth century equivalent of Bill Gates if you like, put more onus on an employees ability to co-operate with others than any other quality.
He paid Charles Schwab a million dollars a year back in 1921 because he had the ability to deal with people.
If Carnegie realised that this one quality was so important, and was willing to pay so much for the services of one man whom he believed had this quality, then shouldn’t the rest of us sit up and take a little notice.
