Sunday, April 22, 2012

Sincerity Required For Sales Success

To be a successful salesperson, you can't put on a facade. Clients will see right through you. Be who you are. Your sincerity will add credibility to what you say. Being insincere causes clients to doubt what you tell them and it makes it difficult to decipher the motivation behind your messages. People are less likely to buy from reps who are insincere. And they won't establish a long-term relationship with someone who's phony.

You do need to be able to relate to people. However, being yourself doesn't mean you have to have a similar or identical personality as your clients. To relate to your clients, they must know you just and you must know them. When they know you, they are more likely to share their true thoughts with you.

While you should "Be Yourself," keep in mind that you will need to change things about yourself. Making changes to yourself for improvement purposes is being yourself because you are still sincere. It's unprofessional to excuse your shortcomings with the excuse, "That's just the way I am. They'll have to learn to deal with it." Your clients won't like that attitude (and neither will your co-workers or your boss.)

There are times when you may need to improve on a weakness to be effective and efficient. Let's say you have a big ego. (You wouldn't be the first sales rep in world history with one.) From time-to-time, you speak to clients just to be heard -- not speaking to their agenda. If this is not improved, you will waste the time of your clients and they may eventually stop taking your calls.

Here's an example of not Being Yourself: A sales rep's natural disposition is to be emotionally reserved. The rep is in a sales slump, and they really need to close some deals by the end of this month. So on their appointments with clients, they act overly energetic and enthusiastic to try to motivate clients. The clients know this is not the rep's normal disposition. As a result, the enthusiasm the rep displays appears artificial, they don't make any sales, and they lose the trust of their clients.

The Erie Sales Club is a joint effort of four leading local businesses: Jameson Publishing, Marsha Marsh Real Estate Services, VertMarkets, and Howland Peterson Consulting.