Have you ever been on a sales call with another sales person? Have watched them transition from an interesting, funny, and engaging person into an inferior, weak, and somewhat pathetic sales rep when they get in front of a customer? Even the tone of their voice changes.
“Good afternoon sir. Thank you for seeing us today. I know how valuable your time is. Whatever you need, I’ll be at your beckoning call and give you the very best price there is. Just don’t end our meeting too soon – I don’t think I can handle the drama.”
As sales professionals, our job is to influence other people or organizations to trade their time and money for our goods and services. Naturally, we’re going to be the ones chasing the customers, positioning them as the superior person in the conversation. However, our desperation to get an audience can cause us to act subservient to our customers – and no one buys anything but commodities at the lowest price from a frail sales rep.
What can you do?
- Don’t be a jerk. I hope you don’t think I’m implying that. Professional courtesy is a requirement at all levels and position.
- Stay aware of your presence and tone. As your point of contact is greeting you in the lobby, recognize and stop making that shift. Don’t let yourself become that punching bag.
- Accept that you don’t have to win this customer. Yeah, I just said that. You don’t have to win – and shouldn’t win – every customer. Realize that you need to assess the customer too. This isn’t a winner-take-all competition – it’s just two people trying to determine if your goods and services are worth their time and money.
Finally, and most importantly - be real. Be yourself. None of the great ones act like someone else for their customers. A lot of good ones do, but the great ones bring their raw personality to every meeting.
