You can learn all the sales techniques possible but sometimes it really comes down to you, the salesperson. In sales, the buyer is in a way buying the individual doing the selling, not just the product.
Mistakes will always be made when applying new sales techniques, even to the point of disrupting our own flow. Sales training is here to help us make adjustments to our techniques but never comes in the place of the human connection. And never comes in the place of who you truly are. Meaning what values do you hold in life ?
‘when all the factors add up, the only variable is You and Me.’
Over the last few months I’ve been studying various sales techniques from different trainings. Each has a different focus, some in line with my values, others not. While I’ve worked with each of them, I’ve found myself being a tad more aggressive and pushy. Last month I received two negative reviews from clients saying I was pressuring them. I actually used the line, ‘whats wrong with pressure? Diamonds need pressure.’
Needless to say it didn’t work and they gave me a bad review 😀
Another client said I tried to upsell her for something she didn’t completely need.
From what i’ve learned she does need it. I was giving her the opportunity to make a long term decision vs being short sighted and waiting for the problem occur again. She will end up with much more damage and a higher cost as a result of putting it off.
All my pursuits in learning and training are to understand the customer better, improve my sales process, and help the client make a grounded long term decision.
However, as noted from the mixed reviews above, results from the new techniques started off negative. I didn’t intend to be pushy or to trick my client, I just didn’t come off authentic and the customer noticed.
‘what values do you hold in life ?’
I am an all around easy going guy, tenacious yet humble. The demands of my job are high.I am driven by continuous learning and advancement.
As I took on the persona of my new learning, I allowed myself to go out of my comfort zone and try some new techniques. This did not work for me per se. IN one way i turned off my customer and lost a sale. On another hand, I peeled off a layer that wasn’t right for me. This in fact sharpened my knife. I realized what I am good at, and what works best for me.
We must all realize that no matter the product we are selling, no matter the sales training, a very large percentage of the time the client is buying the You and Me.
‘all my pursuits in learning and training are to understand the customer better’
Here is what I mean.
The client is buying the salesperson.
They are buying into our Ethos. They are buying into our joy and enthusiasm. They are buying into the energy and council we provide to avoid making a mistake.
Almost everyone of us has a product that can be beat in price, in tenure, in availability, We all know we can get a better price on something a friend bought if we really tried.
When all theses factors add up the only variable in this situation is you and me.
Remember people invest in people.
Have you had an experience recently where you realized a customer is investing you versus the product ?