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People do business with people they like.
Posted Wednesday, March 14, 2007
If you take this maxim to heart like I do, then let’s say your next step is to actually become a more likeable salesperson and sales leader. But what will the ‘proof points’ turn out to be for your new found appeal?
Did you read my recently posted article on the Coach Nick web site about the 7 Ways of Being that enhance your “likeability?” In a nutshell, the characteristics that I said go into being truly likeable are:
- Being Outwardly Focused
- Being Authentic
- Being Trustworthy
- Being Connected
- Being Generous
- Being Committed
- Being Positive
Oh, and here’s a New One:
- Having Good Hygiene (yes, it has to be said!)
Find out if you are likeable by taking Coach Nick’s People Person Quiz.
Answer an honest YES or NO and see how you score.
The Likeable Salesperson & Sales Leader:
- I go out of my way to be supportive to my customers, staff and friends – remembering birthdays, their interests, special events coming up for them, donate to their favorite charity, a special need they mentioned just in passing, etc
- I support people so that they feel good about themselves – rather than worrying about how I am coming across, I am compassionate about their frailties and even their unspoken fears
- I never lie – no matter what. Even if a ‘white lie’ would be to my immediate advantage, I divest myself of selfish agendas and tell the truth. I don’t exaggerate either.
- People tell me their problems because I am great listener and I keep each confidence shared. I lend unqualified support and am grateful for my colleague’s trust.
- Every conversation I have with an established client, staff member or existing friend has us connect on a human level, not simply asking for an order or ‘getting right to the point’. Common interests are something I take time to explore. I am open, engaging and flexible, not focused intensely on a pending sale or a bill dispute.
- I am not a yes man or woman. I am an authentic, thoughtful, honest salesperson/sales leader with a point of view. Clients, staff and friends can count on me to ‘tell it like it is’. I say what I mean, mean what I say, but I don’t say it mean.
- There’s a smile on my face, a light in my eyes, my shoes aren’t scuffed and I smell good to boot! (there’s that good hygiene question again – it’s not just your mother who wants you to look spiffy and have clean white teeth!)
- The glass is half full. Given the choice between pessimism and gloom and optimism and delight, I choose happiness. My attitude is my attitude – I can make it positive or negative by consciously selecting what it will be for the day. People can tell by my voice and demeanor what I chose. I make it a good day. Even if it’s a Monday.
- I do people good turns and don’t get found out. I return shopping carts to the store. Put people’s pens back. Pick up strewn litter. Donate anonymously once in a while. Don’t gossip or criticize. This is all a reflection of my desire to be of contribution, and a solid indication of my integrity and ultimate trustworthiness.
- I have a life. Things interest me besides making the next sale. It can be cultural, sports, community, charity, the great outdoors – whatever. Things fill me up apart from my work and I like to include friends and colleagues in my exciting plans.
- I am generous, tolerant, and not quick to find fault. I give the benefit of the doubt always.
How did you do?
- This is an eleven point People Person Quiz – so if you said YES to 9 or more questions, you are really likeable and should do well in all your business and personal interactions.
- 6 to 9 YES answers would tell me you’ve got some sore points to work on – but that, in general, you’re more like Charlie Brown than you are Lucy Van Peldt! Just pay attention to the shortfalls you found and improve your chances for success AND happiness.
- Below 6 YES answers- well, call Coach Nick ASAP! Okay, Okay. At least you were honest in your responses, so you’re trustworthiness is probably pretty solid and that’s a great start. But where did you come up short? Look at those as likeability levers, and push them up deliberately. Do something each day to move in a more positive direction on each point where you said NO. Small, steady improvements will see you be well and genuinely connected in the coming year.
More on TESTIMONIALS
I talked in my last blog about ways to get client testimonials and how incredibly valuable they are in a salesperson’s career. Feedback has been terrific on this topic and has given me a couple more ideas to pass along to you.
Testimonials remind your customers about the many reasons they are doing business with you. The very act of having them write one, can jog a client’s memory about your usefulness and how you stood heads above the competition.
Your customers will only remember the “mistakes” unless you remind them of the times that you went above and beyond. Therefore, make the most out of what the client tells you about your shining service … and then play back to her every once in a while some of these ‘best and brightest’ qualities.
Here’s another way to obtain testimonials that you’ll be proud to post on your website and on LinkedIn or to forward to your VP of Sales.
- When you are finalizing a contract, before you have begun to work for a new client or taken specifications for a custom product – make one of the negotiating factors the provision of a written testimonial suitable for publication. You might even lower your price slightly in the bargain to ensure that you will indeed receive the written testimonial.
If you have a service business, you will depend on having testimonials that are updated regularly and featured prominently on your website. Get them by making testimonials a key point in negotiating your contract package.
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