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Here’s a recap of everything in this episode of 5 Minute Sales Training:
When people think of a salesperson, it’s likely one variation of the same character – a middle-aged male with oil slicked hair who reeks of cheap cologne and who is generally, sleazy.
If you’re in the sales world, you’re up against that reputation.
When Dan Pink did a series of man on the street interviews and asked people, “If I say salesperson, what is your response?”
The number one answer was pushy. The number two answer was sleazy.
That’s awkward. And obviously, untrue.
So, why do people see salespeople in that way?
It has to do with the concept of reality versus synthetic reality.
Synthetic reality is that image that comes to us as we see it in the media. Looks real, but it’s not real.
We are haunted in some ways by our own subconscious, and our subconscious gets fed false images from the media all the time.
That’s what’s happened to our own customers. They perceive salespeople as what they have seen in the media, or stories that have been told to them.
But what if I told you that this ingrained bias, can actually work to your advantage.
Here are three ways to do that:
- Empathy for the Customer’s Experience
I don’t care what you’re selling, I don’t care how great your product is, it doesn’t matter unless it connects to the customer’s need.
It begins with the idea that your customer is to you because there’s a pain point.
You need to understand what that pain point is as deeply as you possibly can.
- Choose Kindness.
Unilateral, one-sided, kindness. Your kindness is not dependent upon how kind your customer is to you.
- Outlast Negativity. Outlast the Negativity.
Positive energy is one of the most profound and important attributes of great salespeople.
One way to fight negativity is to feed yourself positivity.
Learn more to earn more.