Posts Tagged : salesperson

The Sales Perception
Firstly, welcome! Thank you for getting this far. I genuinely hope you find our content interesting. I am not a natural writer, and being introverted you could imagine how many times I read, read and read again this blog to make it seem less insular. I truly wanted to put my own thoughts into a format to get people’s attention and interest.

The Sales Perception

Why is it when people talk about a sales person, your immediate thought is a car sales person or an insurance sales person or even a cold calling sales person?

Did your mind instantly flash to someone who looks like Del Boy, or one of the lads from Phonejacker? Yes? Unfortunately most people do….

It is no wonder that in a recent Gallup’s survey on honesty and ethical conduct of business professionals, the poll highlighted that insurance sales people and car sales people ranked at the bottom of the list (at least we came ahead of politicians, who in fact are just glorified sales people anyway). As a professional sales person, it is a real shame that sales people in general seem to be tarred with the same “car-sales-person” brush.

Whilst I am positive there are sales people out there that do look as cheesy as Del Boy, honestly, once you made the brave decision to say, buy a car or a few steak knives, did you end up actually finding Del Boy? Not many of you? Can’t remember, Nor me.

So with our reputation starting to mend, with our image beginning to change, what is next for the lowly sales person? My biggest concern due to the rise in laziness, is that instead of Del Boy, you now find sales people or the customer facing people chatting between themselves, totally oblivious to your presence. Even more frustratingly, sometimes in a totally different language. The only thing that I have encountered that topped these two fundamental sales flaws was a local shop on King Street, with no colleagues to chat too, they just stood just blankly staring at me wondering why I entered into their domain of solitude?

Result = high-tailed out of there? You bet…

When I am then brought in to rejuvenate, motivate and teach sales etiquette within these businesses, I find that staff either genuinely do not understand how truly vital the customer is to them keeping a job or they have no pride in the brand they are selling for.

I have often found that at the beating heart of the shop/store/outlet, unfortunately, the business owners are either too busy to focus, have lost their passion, can not relay their vision or just totally blind to the fact they are portraying a greater detrimental image to their customers than someone a little overzealous and eager to claim the sale.

At least a pushy salesperson often lands a sale.

Stay tuned, more to come in further posts…

I sell and I am an introvert

Introverted salespeople? Impossible….

 

Gift of the gab, smooth talking, charismatic, can talk to anyone; these are all phrases that would describe a salesperson, right?

Well yes, that probably is right, having these traits is indeed a fantastic asset for customer facing people (including telephony based). So that must mean that introverts purely work in back office admin roles?

Well yes, again, the vast majority probably do, but not all; some of the best salespeople I know are introverts. Impossible…

Let me offer my support to this bold statement.

  • Introverted salespeople often turn out to be the relationship builders within your sales team.
  • They genuinely care about how your customers think, feel and act with regards to the brand that they work for and the products that they sell.
  • They care about the intricacies of the relationship; they don’t just see a sale, they see a person and the potential to build a lasting relationship with them.
  • They take the time to understand your company’s offerings, researching your customers, and have never ever uttered the words: ‘I am just going to wing this one’.
  • The introvert won’t be top of the sales table after 6 months, but will be on the way up towards the end of that year. More than likely they will be number 1 or number 2 from then on.
  • They will be the one with an amazing complaint record, proactive when a product is launched, and well prepared to mitigate any objections due to their belief in your company’s products.
  • They are active listeners that react to your customer’s body language and tone, and spend time analysing material that will aid them through the sales process.
  • They believe that impressions last, and will make sure every effort is made in the first contact.

Does this mean that none of these traits can be found in an extrovert? Well no, of course they have some of these traits, and they already have one skill they know an introvert will never have; the innate ability to walk straight up to anyone and comfortably start a conversation.

To all those introverts out there that have taken the time to read this article; believe in yourself. You have the skills to succeed. Keep striving to improve, seeking out training opportunities and developing your closing techniques. Continue to sell with pride and above all, never stop caring.

From a fellow introverted relationship builder.

Dan

Managing Director

Our Sales Experience

www.oursalesexperience.com

Why is the customers experience so important?

Some fantastic stats.

Its never always the product or service that was purchased that gets remembered:

  • Its the person delivering the sale,
  • and the experience within that sale.

Today, try and get eye contact and smile at everyone.

Deliver something memorable!

Yours in Sales and Service

Dan

Managing Director

www.oursalesexperience.com

My Top 10 Sales Frustrations
In some of my many new customer meetings working as a SME Portfolio Manager, coming into contact regularly with poor service levels, I want to elaborate a little further on this point with…

My top 10 Sales Person frustrations:

  1. Going into a shop and getting no acknowledgment by the sales person (s) (with a worse point that they are chatting between each other and don’t offer any assistance).
  2. Having a sales person hover, telling me every 2 seconds, that is great, that looks amazing, that is a best seller etc… Space Invader.
  3. A salesperson deciding that the phone call is more important than the sale. (I don’t mind being asked, but it is just staggeringly rude to be cut off and left while the phone is answered).
  4. A salesperson who asks questions, but doesn’t listen and asks you again and again…
  5. A salesperson making a time, and then turning up late without any sort of kindly telephone call or email. Appreciate we are busy people, but I am buying from you? Or was…
  6. Poor and impolite emails or letters.
  7. A salesperson who does not accept responsibility, and blames everyone else, even their boss.
  8. Having an action agreed with a salesperson and then no follow up, no apology, nothing.
  9. When they look untidy or unpresentable. I am someone that does not shave all the time, but there is a difference between presentable and unpresentable.
  10. They have No idea about the product or services they are selling. First dayers I can accept and will happily work with if they honestly highlight it, but anyone else…

What are your thoughts? Do you have a top 10 sales frustrations? Feel free to email me at daniel@oursalesexperience.com with your comments and I will post the top ten on our facebook site. The best thing is, that these frustrations are all so easy to fix. These are truly the basics and most businesses, especially the smaller ones, just seem to be getting it wrong, time and time again. We should be trying to make the experience memorable. Stay tuned for my tips on how to solve these frustrations in upcoming blogs.

“The experience delivered today, will generate the income for tomorrow”.