Are You Afraid Of Being One Of Those Slimy Sales People?

You've gone into business so you can practice your craft - and reap the rewards. But that'll involve selling stuff. If the thought of that makes your pulse race - even just a little bit - this is for you...

Uh-oh, your telly’s gone bung

After years of faithful, loyal service, your evening companion no longer even flickers and winks at you. It’s deader than dead.

Time for a new television.

But it’s been a while since you bought a new TV. And you wander into the electronics store dazed and confused. The screens are all so big! And so skinny! And flat! And the prices seem higher than when you bought your last TV: but isn’t technology meant to get cheaper over time, not more expensive?

Then a young salesperson pounces on you. You tell them you want a TV, and they immediately drag you to the most expensive ones there. (How much??!)

And you’re under a barrage of talk of Plasma and LCD and all sorts of other words you think you’ve heard but don’t really know what they mean.

Your eyes glaze over. Your heartbeat quickens.

The salesperson looks ready to pounce. You have to run. Eventually the salesperson pauses for breath (so it is a human and not a sales-robot!). You grab your opportunity and fluster “um, thanks, I’ll think about it”.

Your legs take you out of that shop as quickly as they can walk without breaking into a visible run.

Back at home, you’re relieved to have escaped, but still your long-time TV friend is silent. Bugger. And your buddies are all busy this evening. You NEED a new television…. and NOW!

Then you remember that one of your buddies told you about a nice electronics store at the other end of town, where they bought a new stereo. It’s not where you’d usually shop, so far away, but you need a new TV and there’s no way you’re going back to Pushy Sales People R Us.

Ahhhhh, what a difference…

Same large/skinny/expensive TVs; different store.

Again, a salesperson approaches you. But rather than daze and dazzle you with techno-babble, they ask you questions.

They even ask about your old TV at home. What do you like watching on it? How much time do you spend watching TV? Do you have cable or satellite? Do you play computer games? Does the TV have to be a certain size? What’s your budget?

After listening to your replies, with his finger on his lips and nodding thoughtfully with his tilted head, John (he has a name badge) takes you to a couple of TVs and tells you why these particular models would suit you, and weighs up the pros and cons of each one for you.

“Think about it for a moment,” says John. “I’ll just be over there if you need any help.”

So you take a moment to ponder it over, and decide that yes, one of these TVs is the one for you. After you’ve paid for it, John carries it to your car.

Notice what just happened?

The first sales person is what many people perceive to be the stereotypical sales person: pushy, money-grabbing, and predatory.

But John, now he’s quite a different kettle of fish, but yes, he’s still a sales person. But he asked questions. He listened. He took time and trouble and consideration – yet he was the one who made the sale.

Crikes, you wouldn’t have felt confident choosing a TV without John’s knowledge!

See what a good sales person does? They help you to buy – and do so professionally. They will gently lead you and guide you, after listening to your needs.

When it comes to selling your own service or products, be like John.

Chances are you have a lot more knowledge of your particular niche than your client does (that’s why they’re thinking of buying what you’ve got!). So help them to choose the right solution based on their needs. Gently and professionally guide them.

Do it well, and they may be a client of yours, for as many years as you’re enjoying your new TV that you bought from John.

Even better, your clients will be telling their buddies about your fabulous knowledge and friendly service :-)