"He doesn’t sound or act like a salesperson.”
Truth be told, I’m not entirely certain what a salesperson sounds or looks like.
However, like many, if not most, people I carry a vision of what that is in my head. And, it’s not good. (Like the picture)
If a stranger can identify your profession because you conform to a stereotype…yeah, well, that’s not good either.
I believe that not sounding or acting like a salesperson should be the goal of everyone in sales.
Many of you have heard me pose this question:
What’s the one question a buyer will never ask a seller?
The answer….“Could you please be more salesy?”
What your buyers need you to be is a curious, open-minded, informed, insightful, analytical problem-solver.
So, how’s a seller supposed to sound?
Like a human being.
Someone who’s curious and interested in connecting on a human level.
Someone whose agenda is serving rather than selling.
Someone who embraces uncertainty and asks great questions to challenge assumptions.
Someone who listens to answers without judgment. And acts accordingly.
Someone who always tries to deliver something of value to help move the buyer’s process forward.
It’s all about the importance of substance over style. Of people over process.
Good selling,
Peter C. Mclees, Sales Coach and Trainer
Smart Development
petercmclees@gmail.com
Mobile: 323-854-1713
We help sales reps and sales organizations accelerate their sales.
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