When you think of a salesperson, what image comes to mind? Is it the smooth-talking, charismatic character from “The Wolf of Wall Street” or the pushy used car salesman from countless movies? It’s time to challenge that stereotype and explore why caring and genuine people might just be sales superstars if they adjust their mindset and attitude about selling.
The Myth of the “Born Salesperson”
For decades, we’ve been fed the idea that great salespeople are born, not made. They’re supposed to be extroverted, thick-skinned, and able to talk their way into (or out of) anything. But here’s the truth: these stereotypes are not just outdated – they’re limiting our understanding of what makes a truly effective salesperson.
Qualities That Make One Great in Sales
Contrary to popular belief, some of the best qualities for sales aren’t about being the most talkative person that can “sell ice to someone living in the north pole”. They’re about connection, understanding, and genuine care for others. Here’s why many who actually care about others, often excel in sales:
- Listening skills: The ones that are less talkative are often excellent listeners, a crucial skill in understanding customer needs.
- Empathy: Some naturally tune into others’ emotions, helping them build strong relationships.
- Trustworthiness: Those that care, can build up trust quickly.
- Patience: They’re often willing to take the time to nurture relationships rather than pushing for the quick sale.
- Genuineness: Their authentic approach can be refreshing in a world of high-pressure sales tactics.
The New Paradigm: Selling with Dignity
Enter the concept of “Selling with Dignity.” This approach aligns perfectly with the natural strengths of those that genuinely care. It’s about serving first and letting the sale follow naturally. As the author of “Selling with Dignity” puts it, “We may have a servant’s mind, we care about people, we like to help people. If someone asks us, we’re there to help out.”
This mindset shifts the focus from pushing products to truly understanding and meeting customer needs. It’s about building relationships, not just closing deals. And guess who excels at building genuine relationships? That’s right – the ones that care. These stronger relationships will lead to better sales results.
How to Leverage Empathetic Traits in Sales
If you are considering a career in sales, or looking to improve your sales skills, here are some strategies to leverage your natural strengths:
- Focus on listening: Put in the effort to listen deeply to understand your client fully.
- Build genuine relationships: Your authenticity can be your biggest asset in creating long-lasting client relationships.
- Practice empathy: Put yourself in your their shoes to truly understand their challenges and how you can help.
- Take your time: Don’t rush the process. Your patience can lead to more thoughtful, mutually beneficial solutions. Slowing down, often speeds things up.
- Be relatable: Our genuineness will help grow the trust factor.
The Universal Nature of Sales
Here’s a perspective shift: we’re all in sales, regardless of our job title. Whether you’re a receptionist greeting customers, an airline counter agent helping passengers, or a restaurant owner ensuring customer satisfaction, you’re engaging in a form of sales.
Sales, at its core, is about influence and service. It’s about being friendly, understanding, trustworthy, kind, and empathetic in your interactions with others. When viewed this way, sales becomes less about pushing products and more about building positive relationships and helping others. The sales will still come in with this approach as buyers desire to be treated as people and not as a number.
The world of sales is changing as buyers are far more informed and have greater choices. It’s time our perception of what makes a great salesperson changes too. Those who bring unique strengths to the table – deep listening skills, genuine empathy, and a natural inclination towards building authentic relationships and solving problems. These qualities align perfectly with the concept of “Selling with Dignity,” where serving others comes first, and sales naturally follow.
So, if you’ve ever thought “I’m not cut out for sales,” it might be time to reconsider. You’re not rejecting sales; you’re rejecting the outdated, pushy stereotypes associated with it. Embrace your emotional intelligence, focus on serving others, and you might just find that you’re more suited for sales than you ever imagined.
