People today have such a bad perception of salesmen. There are very obvious reasons behind that but the perception is slowly fading away due to the movement toward “relationship selling”. That being said, there is a mentality that seems almost genetic which creates a hatred for being “sold to”. I don’t know a single person who would say that they like to be convinced or have their mind changed. How can you overcome this as a salesperson?
As a salesperson, you need to take your client through the sales process without them even knowing that they are. In saying this I don’t mean withholding product information or fastalking, I simply mean that the communication between you and the client should feel like a regular conversation. By being fluent and educated you can guide the sale through the process in such a way that your client doesn’t feel like they’re being sold. As the salesperson, you don’t have to be talking the whole time. Half of your job should be to listen! Let the client talk and build repor with them. This is a huge component in being able to make sure the sale feels more like a friendly conversation as opposed to a hard sale.
When the client feels more comfortable there will be less resistance in closing. The comfortability comes from having conversations that are relatable to each person and feels like everyday talk. In doing this, you will have less objections and road blocks in the sales cycle.
BoweryJE22
Making the customer comfortable with you is essential to getting all the information you need out of them. Honesty is a great way to do this.
Honesty and comfort can also tie into the concept of going “not okay” with the customer, and may set them at ease as they realize you’re just another human being trying to communicate, not just a salesman.