Does it ever bother you that sometimes salespeople are seen by buyers with a poor mental image? Even worse, have you ever had customers who think of salespeople as sleazy? Today we will discuss how to erase that negative image from the customer’s mind from the moment you first meet them.

The Reality of Sales Perception

We’re tackling the challenge of destroying any buyer’s image of the sleazy salesperson. First, let’s confront the reality: salespeople have not always been seen in the best light. This negative perception often stems from media portrayals in television and movies, where salespeople are frequently depicted as untrustworthy.

Additionally, some actual salespeople have lived up to the stereotype, much to the buyer’s distaste. Whether the buyer’s image is based on personal experience or media influence, it’s a challenge we must address. The customer believes what the customer believes, and it’s our responsibility to change that perception.

Making the Right First Impression

The key to changing this perception begins with the first contact. First impressions are crucial in reducing the chances of being seen as a sleazy salesperson. Let’s start with asynchronous communication—text messages, emails, or introductory videos.

When communicating this way, remember that the customer is only receiving your message, not interacting with you directly. So, review the last message you sent to a customer for the first time. Was it authentic, original, and friendly? Or did it come across as a generic, copy-paste message? The first communication should be powerful and personal.

The Power of Synchronous Communication

Synchronous communication, such as phone calls or video messages, allows you to convey more through your vocal tone and facial expressions, which can be challenging in text or email. To overcome the sleazy salesperson perception, aim for face-to-face or voice-to-voice communication in your initial contact.

If you must communicate through text or email, ensure there’s a service promise embedded in your message. Let the customer know that your job is to help them accomplish their goals. Offer assurance in your own words that you are there for them.

The Importance of Facial Posture

When meeting face-to-face, overcoming the image of the sleazy salesperson can be achieved through strong facial posture. A lifted face and positive energy show that you are attentive and fully present. It’s crucial that your facial posture conveys genuine interest in the customer, not just a desire to achieve your own goals.

Crafting Your Service Promise

In your initial conversations, whether on the phone, through video, or in person, a service promise can go a long way in alleviating concerns. Make this promise authentic to you. For example, you might say:

“I know you have many choices for where you want to look for a new home. My job here is to help you wherever you decide. I’m not going to pressure you, push you, or lie to you. I’m here to help in any way I can.”

Spend some time writing out your ideal service promise and determine how to include it within the first minute or two of your sales conversation. The sooner you dispel the image of the sleazy salesperson, the more authentic and beneficial the relationship will be for both you and the customer.

Change Your Customers Perception 

Remember, making a great first impression and providing a genuine service promise can transform the customer’s perception and set the foundation for a successful relationship.