My father was the quintessential salesperson. He believed completely in his product. He was confident but not arrogant. He truly cared about the well-being of his prospects and clients. And they knew it. It was a pleasure to watch him interact with his customers. Needless to say, he was very successful.
Let’s explore each of these aspects of the successful salesperson in more detail.
1. Belief in one’s product or service.
If you are going to sell something, you should believe it is the best thing out there. Understand what makes it stand out; what its benefits truly are. Be realistic. If there is something better on the market - know what it is and what makes it better. Then ask yourself – can I really sell my product?
I don’t know about you, but I would find it difficult to sell something I didn’t believe in completely. What you believe emanates from you. If you aren’t completely sold, people will know it. Then they won’t want what you have to sell.
On a separate note, your knowledge of and belief in your product will provide you with your marketing message. What you know and believe about your product or service is what you want to share with others. Small business owners have an advantage here. They believed so much in something that they were compelled to start a business around it. All that is left for them to do is share.
2. Confidence not arrogance
This is critically important. Being confident – in yourself, in your product or service, in your message – is essential. However, being overly confident or arrogant will destroy you. Arrogance leads people to ‘sell’. To talk instead of listen. After all, they believe they know best.
You simply have to think about your experiences with arrogant people to know this is true. They’re self-absorbed but not self-aware. A confident person doesn’t have anything to prove. They possess a depth of belief so they don’t feel the need to convince anyone of anything. You see, arrogance is born from insecurity – it’s overcompensating for what one doesn’t know or believe.
3. Truly care about the well-being of your prospects and clients
It is this caring that creates an environment where you are actively listening, and processing what you are hearing. You are realistic, honest, and capable of seeing things from the client’s point of view. It’s basic respect. You aren’t trying to ‘sell’ them. Rather, you are trying to help them solve a problem.
You care about their well-being when you:
-Care that they get their problem solved – whether YOU can solve it or not
-Care that they pay a fair price
-Care that they make an informed (not coerced) decision
You can see how when you believe in your product or service, are confident in yourself, as well as your message, and care about your client’s well-being, you will develop outstanding relationships. It is those relationships that will bring you quality business for years to come.
