Throughout the course of our class, Dr. Sweet has emphasized the importance of multiple character traits a salesperson must portray in order to be effective. From the outside looking in, no one wants to deal with the stereotypical salesperson who is only worried about the dollar signs. Not only does it give the impression to the potential customers that the salesperson isn’t being genuine, but it also makes them uncomfortable. The following character traits will leave customers content and wanting to do business in the future:
- Do your research.
- Hypothetically speaking, if a salesperson fails to do their research and goes through with delivering a boilerplate pitch, it tells the prospect that you’re more interested in making money than finding the best possible solution for their needs. Any trust the customer had to begin with will vanish immediately and recovering it will be a near impossible task. Making sure that adequate research is completed beforehand is essential. Presenting a customized and tailored value proposition will show the prospect that you’re serious about helping them, rather than just earning a commission check.
- Use the right body language.
- Although mastering the verbal communication aspect of the pitch is important, one can’t forget their body language. After all, body language has a major impact on how the prospect perceives you. Tactics such as leaning in, smiling and nodding, and maintaining good posture will give the prospect the impression that you are serious and interested in finding a solution for them.
- Be helpful.
- One of the biggest struggles for salespeople today is gaining trust. Most of time prospects are left empty-handed and feeling manipulated. One of the biggest aspects of being helpful, is listening. Although it’s tempting from a salesperson’s perspective to run your mouth constantly, the main goal should be to determine the prospect’s problem, and finding a solution. One can only do that by asking solid questions and sitting back and listening. Failure to do this can have detrimental consequences in regards to closing a deal.
Although these are only three of the many character traits a salesperson should possess when conversing with potential customers, they’re surely essential when furthering relationships. Even if no deal is made, developing a trustful relationship is key in becoming successful in the long-run.
BoweryJE22
Research is something that I think is grossly overlooked in the sales process. Too often salespeople enter new conversations with prospective clients with the approach that it’s ‘just another pitch.’ Truly understanding the needs of the potential client and tailoring the proposal is without question a differentiator. As you pointed out, no one likes a cookie cutter presentation.
Great post, research is so important in the sales process. I like that you mentioned the importance of body language, which is often overlooked. That related to what we learned in class about the importance of mimicing behavior.