Whether you’re new to sales or more seasoned, here are three tips to remember when you’re making friends and looking to influence people.
When dealing with people, remember you are not dealing with creatures of logic, but creatures of emotion.
When it comes to closing a sale, it’s important to remember most purchasing decisions are not based on logic. In fact, a logical decision made by a prospect could lead to no sale. Often, logical thinking can leave several options from comparable products in the marketplace for a buyer. Emotion is what will drive a person to make a big or small purchase. Buyers often think about how a product will make them feel, what problem it solves and if it’s needed now. More so than anything, they will take into account how you, as the salesperson, sparked those emotions in them. Some emotions to consider as you’re getting to know their needs, wants, and desires are what stirs up fear, frustration, hope, excitement, anger, and FOMO in them.
Become genuinely interested in people.
No matter what industry you’re in, all salesmen and women are in the people business. By truly making the buyer feel seen and heard, you will always be rewarded. Whether it’s through a referral, a sale at a later date, or you learning something new, a benefit will always come from every new interaction. It’s the simple law of sowing and reaping and the benefit of pushing yourself outside of your comfort zone.
People rarely succeed unless they have fun in what they’re doing.
Lastly, have fun! Working in sales is an incredible opportunity to build relationships with others and serve them in a way that will better their life through your product or service. When you take your focus off having to hit a certain quota or stressing over your pipeline, you’ll be able to focus on what really matters, and that’s getting to know others. It’s hard to not enjoy yourself when you’re busy making friends! When you take your eyes off yourself, it will start to feel less like work, allowing you to have fun and find passion in what you are doing.
“The rare individual who unselfishly tries to serve others has an enormous advantage.” –Dale Carnegie