There are lots of characteristics that comprise a good salesperson, but one that seems recurrent in our class discussions is authenticity, which often manifests itself in looking out for the best interests of the client. But this is easier said than done, especially for newer salespeople struggling to meet their own interests and needs. Of course, there are always cheap tricks and techniques to put on the facade of looking out for a customer’s best interests, but these techniques do not last in the long run. The way you see people affects how you treat them. In this manner, how can salespeople authentically look out for the best interests of their clients and themselves? One helpful way can be done by adopting Stephen Covey’s Win/Win and Abundance Mentality from the 7 Habits of Highly Effective People.
In summation, Win/Win mentality is “a frame of mind and heart that constantly seeks mutual benefit in all human interactions” (Covey 217). Covey’s applications for this mindset are broad but this same mentality translates directly to a great frame for a salesperson looking out for the best interests of their clients and themselves. Central to Win/Win is the notion of abundance mentality: “the paradigm that there is plenty out there for everybody” (Covey 230). The reason this is important is that the alternative paradigm of life is the scarcity mentality, a zero-sum frame that fosters relentless competition and sometimes the internal desire that others might suffer misfortunes so that you will succeed (Covey 230 – 231). Instead, a Win/Win mentality, paired with an abundance mentality that there are plenty of potential clients seeking services, can help salespeople be more authentically comfortable not trying to force sales that don’t work. Furthermore, should clients prove to be unreasonable, a Win/Win mentality still incorporates reality into account with the option of “No Deal”, which Covey explains as the mindset that “if we can’t find a solution that would benefit us both, we agree to disagree agreeably – No Deal. No expectations have been created, no performance contracts established” (224). This is important because such a mindset still incorporates the needs of the buyer and seller through the frame of interdependence, with no deal preventing any complicated business relationships that could prove problematic later down the road. This mindset should prove immensely useful to salespeople with limited clients and experience and help them bring an authentic mindset to best serve the needs of both parties.
BoweryJE22
This is a good approach to the sales process because it still has the best interest of the customer in mind. Making sure they’re happy with what you are presenting them is key, you don’t want to create an unsatisfied customer, this leads to bad morale. Of course, to prevent them from being unhappy, the idea that the potential customer can have a mutually benefitting option of declining puts them at ease, and ultimately the salesperson as well. This process is effective in differing situations in which are very real within the business realm.
I think this is a great technique for salespeople to show their authenticity. This is similar to integrated negotiation. In integrative negotiation, there is that win/win mentality like you mentioned. With this, you can create an element of trust. Trust is one of the most important aspects in any negotiation or sale. Once that element of trust is broken, the relationship with that client or customer quickly fades.