The real trick and secret to success in sales is developing your skills of being likable. Like I have said so many times, customers can find another salesperson just about anywhere. Everything in this blog is about separating yourself from the competition. The reason they are going to choose you is because they like you as a person. So, how do we get customers to like us?
Here is a list of the best ways I have found to do this:
1) Be a Hard Worker
2) Show that you really care
3) Be dependable every time
4) Be professional
5) Stay in touch
Everyone likes a hard worker. The trick here is to actually be a heard worker, and not just a talker. Plenty of salespeople talk a good game, but hardly any of them back it up with hard work. This is another way for you to separate yourself from your competition. You can only fake hard work for so long before everyone figures you out. Be a hard worker even when no one is watching you. Get the job done everyday regardless of the circumstances. Winners do not make excuses of any kind. They just make it happen!
When your approach is laid-back and not just “after the sale.” And, you connect with them on more of a personal level, your production results will shoot through the roof. Find out why they are looking to make the transaction, and them help them accomplish that goal. Then you will have a customer/client for life.
Here are some questions I use to establish a working relationship:
“How are you doing today?
“What can I do to help you?”
These are generic questions that I use in just about every conversation I have with a new prospect. From here, the conversation can go in several directions and depending on your industry. The objective is to find out what they are looking to do and why. And, do it in a way that is more personable than your average salesperson. Your attitude should be that you are there to help them regardless if they want to do the deal today or in the future, and that you want to be there for them for the rest of their life. If they are motivated to do a deal, they will work with you. And, if they are not ready quite yet, they will come back to you in the future when they get ready if you do what you are supposed to do in terms of staying in touch with them.
Always answer your phone and go the extra mile for your customers every time like clockwork. When they can depend on you to do what you say you will do, when you said you would do it, their loyalty for you will run deep. This is also a form of professionalism. Professionals are always on time, know their industry and always produce results. Adopt these traits and become the most professional salesperson in your industry. I know that sounds like an unreachable goal, but that is what a goal is supposed to be. Your goals should be unreachable and stretch your comfort zone. Goals are not made to reach. You might reach it, over-shoot it or under-shoot it. Goals are made to motivate you to the max. Create goals that scare you and believe 100% you can accomplish them. You will automatically start taking the necessary actions to accomplish those big dreams. How do you think anyone who has ever accomplished anything great did it? Steve Jobs, Mark Zuckerberg, Jeff Bezos, Warren Buffet, etc. All these people are self-made and started with nothing but a goal that no one believed that they could achieve except for them.
Once you have charmed them with your work ethic, genuineness, dependability and professionalism, it’s time to stay in touch with them until the end of time. The biggest complaint you hear from customers is that the salesperson did not stay in touch. And, in today’s world, it is easier than ever to do this. Technology is our friend. It is not here to replace us, but to make the world a better place for salespeople to work and communicate more efficiently. Use it to your advantage. Find a good CRM in your industry and plug all your clients into it. CRM’s will send automatic emails and text messages periodically to your customers to let them know you are thinking about them. Some CRMs will do more than others such as let you know when you need to call them or send them something of value. Do the research and ask other professionals in your industry, but don’t spend too much time with this. Pick one and go. Speed is another aspect of your game that will separate you from the competition.
Please reach out with any questions
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Ricky Carruth-RE/MAX of Orange Beach