Just because someone is your friend or likes you doesn’t mean you will actually get their business. I’ve learned this the hard way many times. I’ve also seen many sales professionals and entrepreneurs assume that a deal was in the bag because the person liked them.
As you go through your career, there are many things that we may have thought to be true that turn out to be false. We run into many tips that knock us off our feet and bring us back to earth. In this post, we’re going to spend time talking about some of those tips.
Here are a few blunt yet true sales tips that you need to hear:
Your Attitude Matters More Than You Think
The thoughts racing through your head when you meet a prospect or walk into a networking event will influence the lens you receive information. Your attitude going into an engagement will significantly impact how you interact with people whether you like it or not. When it’s a negative attitude, you begin to take a passive or discouraging view of things. When it’s positive, you begin to look at even the most negative events as potential opportunities and see the bright side. Understand that your attitude going into any situation is controlled by you.
Stop Being A Coward With Your Follow Ups
Have you ever attended an event and met someone whom you really thought you should work with? Did you ever make the mistake of forgetting to follow up with a prospect or reach out to them after a long wait and never hear back? It might be due to a lack of urgency on your part. It might also be due to your inability to recognize the true power of follow-ups.
A follow up is a great opportunity for you to connect with someone while still top of mind. After meeting someone at an event, if you’ve left a good impression – they wont forget you in less than 24 hours. We’ve talked about event follow up do’s and don’ts before and still think believe they play an integral part of any professionals networking and relationship building strategy.
Start Thinking Like A Consultant and Closing Like a Sales Pro
When you’re building a relationship with a prospect you should rarely come into the discussion with all the answers. Your initial conversations should be all about them.
Through this conversation you should take a consultants approach. Consultants make their living by listening to their clients and prospects problems before delivering a clear solution. Too many sales professionals walk into a meeting with all the answers instead of sitting back and listening. The reassurance that this approach is right for your prospects will give them a sense of added value as it’s meant specifically for them. It also gives you the chance to determine how you can best serve your prospect and help.
Once you’ve identified and communicated the value of this solution, you need to be able to get back to the sales pro mentality. You might be required to negotiate or even leverage some of the various social selling tricks of the trade to help move this deal down the funnel and finally close.
Unfortunately Being Nice Isn’t Enough
For example, I’m sure you’ve heard the saying that nice guys finish last. Yet, according to reports and studies, that’s not entirely true. In fact, being nice is something that can truly make a difference in a prospects decision between one vendor and the next. But it’s not the only thing that matters.
I’ve worked with a lot of nice people. I’ve also said no to some of the nicest people in the world. Being nice is only one part of the sales, communications and negotiation puzzle. Studies show that being nice and having people like you is an important part of sales but it’s far from the only thing that matters.
In sales, you also need to be able to communicate the value of your product or service very clearly. You need to be able to listen closely to identify the problems your prospects and existing clients are having. From there, the concept of being nice and being liked is simply icing on the cake. It’s a great thing to have on your side but you need other skills just the same.