Overcoming the Stigma of Sales

So, in our last blog we talked about how we sales people have somehow developed a bad rap in the public eye. Now, how do we overcome this stigma and avoid being known as "that slimy sales guy" ?The number one goal here is to change your prospects’ view of you from a stereotypical salesperson to a provider, an advocate, an advisor, an assistant buyer, or even a friend! There are a few ways you can earn the trust and respect of a sales prospect:

1. Never represent a product or service that you wouldn’t buy yourself were you in a similar position. If you don’t truly believe that your product or service will be of value, do not push it on someone and do not waste their time. 

2. Adopt a new sales philosophy. Ask yourself, “ How can my prospects prosper by using my products?”, not “How much stuff can I sell today?”.

3. Do your research. Read everything you can about your client and come prepared to explain why your product is a perfect match for them.

4. Ask questions. Make it all about them. Ask what areas they need help in and how you can be of assistance. Don’t subject them to torturous broad PowerPoints or sales drones. Make is precise and personal.

5. Follow up and Follow through. Do what you say you’re going to do and do it in a timely fashion. Follow up by checking in and making sure they are satisfied with your product or service or maybe sending a small gift their way. 

6. Use/Make referrals. If you come by way of a legitimate referral, that increases the likelihood of a sale before you even walk through the door. If you make a referral for your prospect in some other area, you are opening up all kinds of lines of connections here. Your prospect will appreciate your effort and will hopefully return the favor. Whoever you have referred will likely do the same. 

7. Be prepared to walk away. Your product is not for everyone at every time. If you are not a perfect match, walk away. And fast. Apologize and say “I’m sorry, I don’t think I can be of service to you right now, but please don’t hesitate to contact me in the future if you see yourself in need of our services.” You will earn their respect and perhaps their future business. 

8. Most importantly, build yourself up! Remember, the first and most important sale you will make is yourself. If you view yourself as merely just a salesperson, so will everyone else. If you view yourself as a kick-butt advocate, advisor and trusted friend who works to help others run their businesses as efficiently as possible, your prospects will view you this way as well. You've got to portray yourself in a way that lets everyone know how fabulous you are! Now, go get your sales on!