Many new business people I meet say they dislike the selling part of their business. If you haven’t been in Sales before, this is understandable. The stereotype of a salesperson is somebody who pushes the customer to do something he isn’t ready to do. Most people are uncomfortable being sold to that way, and they certainly don’t want to do it themselves. OK, there are some salespeople like that. But the vast majority of successful sales people are effective because they help the prospective customer achieve something she wants. They’re problem solvers.
Ed Golod wrote a set of tips to help you “disconnect from the stereotype”:
- Put your self-interest on the back burner
- Listen, listen, listen…80% of the time
- You must ask the correct questions [And I would add, prepare these in advance of the sales call.]
- Become an equal to the executive
- Count before you respond
- Trust comes from sharing…do NOT interrupt
- Do not abuse knowing their name
- In essence, care about them!
Read the whole post for valuable details. These aren’t hard things to do, and they’ll make you genuinely non-stereotypical!