Likability Helps a Sales Person Succeed

I think one element of sales that is very important is being likable.  Realistically, I don’t think you can expect to make too many sales if you’re a person that rubs people the wrong way.  I think the idea of the typical sales-y salesmen, or the pushy salesman is just such a person.  So it is important to understand how to be a likable, genuine person.  Some people seem to have this ability naturally, and others may not, but even those who have this persona still can use a little help.  For those that feel they don’t, this post will also be enlightening.

I read an article on Entrepreneur magazine’s website earlier in the week entitled, “13 Habits of Exceptionally Likable People.”  As I read through the list of these habits, I began to see that these are things that could really help a sales person.  I’m not going to cover all of these habits, just some of the more important ones that I feel are pertinent to sales.  To view the rest you can read the article by clicking here.  The immediate grab of the article is the presumption that likability always comes naturally.  What the author, Travis Bradberry, indicates is that studies show that being likable isn’t something that comes natural and actually falls under the category of emotional intelligence, and therefore is something that is under our control.   A study done at UCLA shows that likability has a lot less to do with “…being gregarious, intelligent, and attractive, and a lot more to do with “…sincerity, transparency, and the capacity to understand others.”

Habit number 1 is of the utmost importance for a likable person.  They ask questions, and this translates directly to a matter of listening.  A person who isn’t listening often only thinks about what they are going to say next, and this shows that they are not genuinely listening.  When you ask pointed questions of those you are in conversation with, it shows them that you are actually listening and very interested in what they have to say about the subject.  This is a great tool for sales people who should always being listening and talking much less.

Habit number 3 is also an excellent skill to exercise for a sales person.  Being genuine is a must, not just in sales but in general to succeed at life.  People don’t like fakes, and being fake is not something you can get away with for long.  People are very good at reading you, and they can sense when you’re a genuine person or when you’re just a yes man/woman.  Being genuine means being comfortable with who you are and not changing with the whims of others impressions and desires.  If you are genuine, people will notice and ultimately want to deal with you over someone who just tells them what they want to hear.

Habit number 8 is probably the most important of all of the 13 habits discussed in the article.  Likable people leave a strong first impression.  Research indicates that people actually decide whether they like you in the first several seconds of meeting you.  According to the author of the article, they spend the rest of the conversation justifying that position.  For a good first impression, positive body language is key, along with strong posture, a smile and a firm handshake.

If you work on only the 3 elements I’ve listed above, you’ll be well on your way to being a more likable person.  Certainly there is a lot more to it and you can read the rest of the article to discover more about being likable.  Likability definitely has a strong tie to success.  Studies show that people who are very likable tend to succeed over others and what’s great is that if you find yourself struggling in these areas you can learn to be more likable.