Think about it, when is the last time you bought anything from a salesperson with a bad attitude, or even an unsmiling guy or gal? It is the likeable salesman who gets the orders, regardless of the product he is selling. He makes the sales experience a positive one and his customers know that he really appreciates their purchasing from him. His attitude establishes credibility and the clients believe what he says. Studies have shown that people buy from salespeople they have come to like during the sales process. Are you or your salespeople viewed as “likeable” by you prospective customers?

 

Business guru, Colleen Francis of Engage Selling Solutions, has written about her studies of the top producing salespeople in everything from Fortune 500 companies to small businesses. She has condensed all of her studies into a highly regarded sales training program, the highlights of which are summed up in a series of simple rules for salesmen.

·        Like what you sell, believe in the product and company that produces the goods you peddle. Customers consider sincere salespeople credible when they show strong feelings about their employer and what they are selling.

·        Be truly caring about your customers. Sincerity and concern can’t be faked. Show that you are engaged with their needs by asking questions and taking notes of their responses. Salesmen who show genuine interest in their customers are remembered.

·        Give something to your customer before they ink the contract with you, something that adds value to you, the salesperson, like a referral, sharing a business contact or a solution to a business problem. Frank Kern, the mega-millionaire internet entrepreneur is another big advocate of giving something of value to establish credibility and begin the business relationship on a high note.

·        Maintain good eye contact; focus on the person you are talking with. People who cannot make good eye contact are often viewed with skepticism and mistrust.

·        Be honest, express your true intentions. Tell people you want to sell them something, but only if it fits their needs and budgets.

·        Don’t go for the “hard close” all at once. It is okay to ask for the business if the client has shown buying signs, but there are few industries where a decision on a major purchase is forthcoming on the first presentation.

·        Use friendly words and phrases. Use simple language. Good communicators don’t use big words, they use the simplest words that express their thoughts. People who use big words in an effort to sound smart, come off like dummies.

·        Know your prospect's name and use it often. Use their first name only if they invite that type of response, possibly by their use of your first name. Dale Carnegie once said, “Nothing is so beautiful to a person as the sound of their own name.” Just don’t overdo it because it may sound false.

·        Build agreement with the prospect by asking the correct questions. These are the questions that build the idea in the customer’s mind that you are the person to help solve their problems (that is what sales is; find a problem, offer a solution, make a customer for life).