3 Ways You Might Be a Selfish Sales Professional

What picture comes to your mind when you hear the word “salesperson”? Can you describe it in one word?

Unfortunately, many would use unflattering words like…

Slick… Smarmy… Schmoozer… Huckster… Hustler…

These are common perceptions of many would-be buyers – which makes them inherently uncomfortable with salespeople. They can sniff out disingenuous attitudes in a heartbeat.

The Problem

Why is this happening? Why do salespeople today come across as having little concern for the best interest of the customer?

It could come down to one of these three issues:

1. Role-Playing

Sometimes salespeople with great intentions go into performance mode and end up disconnecting with the customer on a personal level. There’s no malice on the sales professional’s part; it’s simply a matter of taking on the role of “salesperson” rather than simply being a “person.”

2. Role Rejection

For other salespeople, it comes down to a psychological issue known as “role rejection.” If I personally have a poor opinion of sales as a profession, my tendency is to reject my role and put on something of an act – an act the customer will see right through.

We all know when we’re dealing with a salesperson who doesn’t really want to be there.

3. Phoniness

And then there are salespeople who are indisputably phony. They’re there to get the sale – period. And they’ll say or do anything to get it. They care little for the idea of authenticity. Being genuine is for soft-hearted losers.

The Remedy

Ironically, all three of these underlying traits center around the same issue: selfishness. This isn’t the kind of selfishness you see in a bratty child at the mall. It’s “self-centeredness.” It’s me thinking about me rather than about others.

When a salesperson has this “me first” attitude, it automatically puts the customer in second position. And they know it!

To get a better understanding, let’s turn the tables.

You are a customer and you are meeting a salesperson for the first time. Would you:

a. Want someone who was simply working down a sales checklist they learned in training?
b. Want someone who didn’t think particularly highly of their own profession – and it showed!
c. Want a blatant phony?
d. None of the above. (Jeopardy music playing…)

If you selected “d” you selected the right answer!

Seriously, as a salesperson you need to intentionally, genuinely and consistently PUT YOUR CUSTOMER FIRST! (Yes, all caps means I’m yelling.)

Authenticity in sales happens naturally when you elevate the status of the customer and make the conscious decision to serve his/her needs.

So make it your goal to provide customers with excellent, buyer-centric, purchase experiences.

Be real with your customers, my friends. That’s when you change their world.


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About the Author: Jeff Shore

Jeff Shore is the Founder and CEO of Shore Consulting, Inc. a company specializing in psychology-based sales training programs. Using these modern, game-changing techniques, Jeff Shore’s clients delivered over 145,000 new homes generating $54 billion in revenue last year.