Do you have the mindset of a top sales achiever? We continue to share insight on the mindsets of top sales pros.
The Likeability Mindset
Most salespeople understand that being likable is important to their career – after all, most customers prefer to work with those salespeople they know, like and trust, all things being equal.
Being positive and enthusiastic, as we talked about in the last newsletter, will go a long way toward making you more likable to your customers. But, there are also other things you can do to lift how a customer sees you, and they are all well worth your time.
Manners and Etiquette – Following simple manners and etiquette is a good starting point. We live in a world where the “rules” associated with behavior, even in business settings, seem to be easing up all the time. That doesn’t mean you should drop simple courtesies, however. Doing simple things like opening doors, saying “please” and “thank you,” or having a firm handshake still go a very long way toward establishing rapport. Go the extra mile with handwritten thank-you notes and other gestures, and you’ll stand out from your competitors that much more.
Authenticity – Another thing top performers understand about likability is that it is not about always being agreeable, but in being honest and authentic. In other words, customers need to trust you before they can like you – and that only comes from being straightforward. You won’t score any points by trying to pretend to be someone you aren’t, or being less than transparent because you think it will make a buyer more comfortable. That doesn’t mean you have to be blunt, either, but sincerity is always an attractive quality, so don’t be afraid to tell buyers what you really think in a polite way.
Modesty and Humility can also make you more likable to customers. You’ll notice that the top salespeople, even though they may be the top earners and gather awards regularly, rarely make their customers and colleagues feel unimportant. If anything, they tend to downplay their own achievements and put the focus on others. By following their example, you make yourself more approachable, easier to talk to, and more likable in the process. No one likes to be around a person – whether they are in sales or otherwise – who constantly brags or belittles others, so make sure to exercise humility.
Your customers probably already like you, but are you being as sincere and polite as you could be?
Are you showing them that you care through the use of good manners?
Top sales performers are likable for lots of reasons, and you can make it easy for buyers to get attached to your personality, too. Think about it.