Even Zig Ziglar, renowned salesperson and motivational speaker, said something along these lines: “If people like you, they will listen to you. But if they trust you, they will do business with you.”
This may seem obvious, but it is amazingly under-appreciated. Salespeople still think they need to be “uber-professional,” when in fact, buyers today just want to do business with someone who is a regular and relatable person.
What does it mean to be authentic? Be a real person first, salesperson second, and a company third. Approach your clients with different sales questions that are wrapped in authenticity. Nobody wants to be overtly ‘sold at’ today; rather, help them to buy.
Don’t sound like everyone else. Don’t sound like those who claim to have the best service, the best price, the best products, the best this, and best that. When everyone is saying that, buyers cannot trust anyone, since everyone sounds alike (and full of it!).
Being approachable means being a real person, talking like a real person, and having a normal conversation, not peppered with closing questions. Take the time to establish the relationship first.
Being real means being human. Let your clients to get to know you as a person first. Talk about your vacation, your flat tire, or whatever it is that is going on in your life. Then you can move forward in your role as a salesperson. We want to have the client feel more comfortable with us before they make a purchase decision.
In short, just be you.
So, here’s the challenge of the day:
How can you be more authentic in your written communications going forward? (Hint: a great place to start is your Linkedin Profile)
Post in my Facebook page at https://www.facebook.com/shawnasuckowinatl/- an example of your Authentic self: who you are and why you do what you do. (Maximum 100 words!) Winner of the best “authentic description” gets a FREE signed copy of my new best-seller and $295 in bonus gifts!