November 21, 2016
By Susan J. Campbell, TMCnet Contributing Editor
Are there certain characteristics you associate with the typical sales person? For some, it’s perfect fodder for the avoidance strategy. You don’t want to be bothered as you examine your options and you want the salesperson to stay away. Why does this happen? Is it because the individual tends to be pushy and annoying or is it because we’re convinced they don’t add any value to the interaction?
It’s possible that both situations can be true. Think about the association typically made between the used car salesman and the late-night infomercial host. Both have a lot to say, do it in very annoying ways and you tolerate it only because it’s your only option – either you can’t afford the new car or you can’t sleep and he’s the only thing on. Both examples may be exaggerations, but the point is there’s already a stigma to the salesperson persona.
In a recent blog by telemarketing software solutions provider, VanillaSoft the focus is on being more than just a salesperson. The pushy individual that gets you on the phone may be able to get you to say yes to something you don’t really want, but are you likely to stick with that decision and be happy about it? Larger, profit-healthy deals aren’t closed this way as people want to feel like the salesperson is a resource and not an enforcer.
Today’s market is very different than what it was just 20 years ago. We’re much less reliant on the information offered by the salesperson as we’re likely to do our own research. We understand what we want, how we want it and the benefits it should provide. To get our business, the agent needs to offer additional value – something we can’t easily generate on our own. At the same time, we’re very resistant to the salesperson who tries to use pressure tactics to get a decision.
Therefore, the telemarketing software vendors offers a few tips on how you can be more than just the inside sales rep and instead focus on being the point person buyers always want to connect with. To do so, focus on active listening. People still buy from people and if you listen to what they need and deliver on it, you’re more likely to get not only the first sale, but also repeat business.
It’s always beneficial to be an educator and to offer ways to solve a problem. The educator gives the buyer the information they don’t already have and can’t easily find. They also help give context to the information being shared. As a problem solver, you provide value in a way that no one else can, helping to secure that loyalty in the process.
Finally, don’t forget to be passionate about what you’re selling. People want to connect with people and if they buy into the passion, they’ll see you as genuine. When that happens, you’re much more likely to close the deal.
Edited by Stefania Viscusi