“Sales” Doesn’t Have To Be A Dirty Word

For too long, the word “sales” has been associated with dishonesty, overbearingness and arrogance. Now, clients are fed up with that – and are demanding better. To be successful in a sales position, you need to be honest and genuine. Ask questions and listen to your client. Your goal should be to better the lives of your clients by helping them meet an unfulfilled need. Doing this not only helps you land the sale, but also creates loyal, long-lasting relationships that can be mutually beneficial for years to come.

Below are some points to think about when communicating with your clients. Keep in mind that creating a strong, trusting relationship is the goal, and after that, the sale will come naturally.

• Honesty is always the right decision, even if you miss out on a sale now. Bending the truth just to get a sale can cause a domino reaction, with the first domino being an unhappy client, followed by all the people that client tells about the underhanded interaction. This reaction can be almost exponential today with reviews on the internet! However, if you’re honest with a potential client, they’ll remember that and could tell other possible clients about the sincere interaction they had with you. This word-of-mouth advertising could lead to multiple sales in the long term.

• Listen more than you talk. As salespeople, we are here to solve our clients’ problems. To do that, we need to understand what exactly the problem is in the first place. Ask questions and listen until you fully understand the situation. Now you can personalize your sales pitch by discussing the features of your product or service the client actually needs.

• Persistence does not have to be a nuisance. Following up with a client is important! Sales is a long-term commitment, so don’t be afraid to keep communication channels open. Remember, your goal is to build a relationship and solve a problem, and you need to stay in contact in order to do that. Again, be real, be genuine and listen. No one wants generic sales emails; instead, have a specific reason to reach out and cater communication to your clients’ precise needs. Scheduling a time to talk with a client is a great way for everyone to commit to finding solutions.

Treat prospective clients as human beings and be a relatable human being yourself. Be patient, understanding and respectful, and people will remember you. As you build relationships and build trust with people, the sales will come.

If you feel like you need some practice, reach out to me here at RMI. I would be happy to discuss sales further with you, and we can practice some specific situations!