If you are a salesperson, no doubt you’re constantly looking for new strategies. You’ve tried everything: giving a “special” offer, having a positive attitude and demeanor, or throwing in something for free. But here’s something you don’t always see on that sales floor: honesty!
Whether you are a salesperson in a retail environment, or are starting your own business online, I’m confident that these principles can be applied. Your income is sure to skyrocket when you make honesty the best tool in your sales strategy.
Pros, But Where Are The Cons?
Many times we’re taught as salespeople to talk highly of products and services. We’re encouraged to present what we have to offer as if it were coming straight from Heaven. But is this the truth? Too many salespeople get caught up in “benefits” of the item they are promoting, without pointing out the obvious downsides. By pointing out the cons, the customer will realize that you are being real with them – not merely pushing a product.
I’m convinced that honesty about a product or service will create return customers. Customer loyalty is much more valuable than a quick buck. If you don’t make a sale immediately, that’s okay! Have a long term vision. Your sales will increase if you’re willing to wait. Counterintuitive? It is!
Show Value By Putting Yourself In The Customers Shoes
It’s a difficult sale when you’re promoting high-priced items. Instead of pointing people to the most expensive items, show a contrast in price between what you’re selling and what they might have bought. For example, let’s say you are looking at point and shoot digital cameras. One is selling for $299 and one for $259. Some salespeople will direct the customer straight to the $299 item hoping to make the most money. The customer might quickly learn that is the most expensive, and not trust the sales process. However, if you point out the lower cost item first and point to its benefits, they will realize that you are not trying to oversell them. That could be the difference between selling and not selling.
Another way to show your customers honesty is by relating to their lives. People like people, not selling machines. Show them you’re a real person, someone who has been in similar situations and can help them make a wise decision. Dave Ramsey frequently recommends finding a salesperson with a “heart of a teacher.” Indeed, this is very valuable to the consumer. The salesperson who teaches and makes non-pushy recommendations usually wins.
I remember walking into an appliance store looking for a new dishwasher. The salesperson was patient, informative, and extremely helpful. He pointed out the pros and cons of each dishwasher, and taught us so much! We bought.
Multiply Your Opportunities
Remember when we were talking about repeat customers? Here are a few reasons why honesty leads to repeat traffic – even new traffic! Consider these points:
- Customers are not looking to buy a product or service, they are really looking to buy satisfaction and joy.
- Providing satisfaction and joy is positive reinforcement, something they will come back for sooner or later.
- If the customer is excited about the experience they had, they inevitably will want to share that with others.
- Sharing with others can encourage new business – effectively multiplying your opportunities!
It’s exponential. The more people you genuinely care for and take care of, the more leads you will obtain. Treat every customer with respect, and make sure they FULLY understand the product or service you are providing.
What Do You Look For In A Salesperson?
It can be helpful to think about what you look for when you’re shopping. Do you expect the salespeople to be laid back, unobtrusive? Or do you appreciate someone who will lead you to the right decision? Everyone’s personality is different, so I’d love to hear what you readers out there expect from salespeople! Meet us in the comments, won’t you?
{ 7 comments… read them below or add one }
I for sure look for honesty. If I feel like you are genuinely listening to me and helping me get the best deal then I will come back to you each and every time. If I feel like you’re just out to make a buck, you won’t make one from me. So you can either make money by being honest or not make dime by be too salesy.
I appreciate someone who is informative and will give me their full attention. I do not respond well to pushy, arrogant (talking to me as though I was dim) or hovering salespeople. I was recently in a shoe store and the manager hovered so badly, commenting on every single shoe I placed my hand on, that I will not go back there anytime soon (I didn’t purchase anything that day, he drove me out of the store).
Liane, if it was a famous footwear/ Factory Brand it was because they recently changed the customer service training. They want us to be there, talking to customers, no idling. Some of us do it better than others. It would be really helpful to that store if you’d tell them you felt suffocated so they know they have a problem.
Most of us don’t get much training (about people or the product), just goals and expectations; my point, customer service takes two. We can’t read your mind so be clear about what you expect and need.
That and coming in 5min before close to look around is just plain mean.
Sorry for all that, 4 years in customer service means I’m opinionated.
You are exactly right. I am drawn to someone who actually will show me exactly what I am asking to see instead of trying to “up sell” me. I had a similar appliance story, I went in to purchase a low end dryer, the dryer I wanted was out of stock so the the sales rep told me all about another dryer that was even a bit cheaper than the one I wanted. He told me pros and cons honesty and was ready to write up the ticket until I started asking about a higher end dryer, no hard sale, again just honest pros and cons….I bought the higher end dryer and have never regretted it, plus I have sent other to that same store and sales rep. Honesty makes for a good reputation and repeat customers. Thank you for your post!
Athena: Thanks for the advice…..I’m in customer service as well, and as the customer, I repeatedly told the guy that I was ‘all set’ and was just looking around. I told him that I would be sure to go to him if I needed help or had any questions….he just took it too far. I work in the banking field and have goals that I have to reach, BUT I always put the customer first and never ever try to hard sell anything. If they’re not interested, that’s it. I would rather have their respect than the sale.
At one point we were looking into health care insurance alternatives. When the guy got pushy I told him I never buy from someone who pushes something down my throat. He didn’t seem to understand. If the merits of the products don’t sell me, pushiness makes me suspicious it’s bum deal.
We’ve had occassion to purchase appliances and used cars from straight forward sales people. What a joy, and you know they get our hearty recommendation as well as a sale. Just as we were first recommended to go to them in the first place.
It was so good to hear from all of you! What I’m understanding is that customers prefer to have a salesperson who is available and willing to educate – not be pushy.
Thanks for all your thoughtful comments!