Working in sales is an art form and often misunderstood, unfortunately, it isn’t always seen that way. When someone talks about someone “selling something” the idea hasn’t always been favorable. For example, you often hear the term “used car salesman” or the phrase “if someone tells you (insert a bad idea here) is great, they must be selling something”. But, look around you. The clothes you wear, the desk you are writing on, and the screen you are looking at were probably sold to you and if not, they were definitely sold to somebody else.
Let’s get back to the “used car salesman” idea. Unfortunately, salespeople have gotten a bad reputation. After all, if you purchase a car that has been used, and you take it home to find out it has a broken transmission, you’re probably going to be upset. Did the salesman know that before selling it to you? Maybe, but you’re certainly not going to think kindly of them after that. Thus, the idea that salesmen aren’t trustworthy is stuck in the back of your mind.
Let me assure you that not every salesperson is like this, but it still begs the question, why are some salespeople still acting like they’re only interested in taking your money even when they already stand behind a great product? Unfortunately, the answer is that they lack finesse.
Sales is really an art; a dance if you will. The prospective buyer wants the best deal and the salesperson wants the most money. You tango your way to a place where everyone gets what they want. There isn’t always a negotiation involved, but when we talk about the approach, it’s important to be aware of how you contact and communicate with those whom you are selling to.
There is no “one size fits all” approach in sales. Just like any human, buyers are all different. Some don’t like feeling high pressured, some want a fast overview to make their decision quickly, and some just want to browse and not be talked to at all. With this in mind, you can’t assume everyone likes the way you sell. You have to feel your way along with blinders on until you decide how much pressure you can put and when to hold back.
At the end of the day you have a job to do, but if you aren’t making sales because of your “one size fits all” ideals, it’s not the customer that’s being stubborn, it’s you.
Photo Credit: @ant_pruitt