While all sales professionals have to be aggressive to a certain extent in order to succeed, they need to find a happy medium in order to not annoy their customers. There is a fine line between being aggressive and being over the top. If customers feel like you are obsessed, then they may want to steer clear of you and your co
mpany altogether. It is important to make them feel at ease during your sales pitch. You will want to be forthright with your information in an upbeat manner, but you will need to let them be a part of the process as well. It isn’t all about the sales professional. It’s about letting the customer see how the product can be beneficial to them and their needs.
Keeping Cold Calls to a Minimum
There is nothing more annoying than sitting down to dinner and having the phone ring with a sales person on the other end, especially if they have already called several times throughout the day. While cold calls are important to succeed in sales, there has to be a limit. Do not bombard your prospective customers! If they are not home, then leave a message. If they say they will think about it, give them time to do so. Don’t call them two hours later wanting to know if they have made a decision. Obsessive behavior that is over the top will kill a sale quicker than anything.
Relate to Your Customer
Many sales professionals have one thing on their mind, and that is snapping up a sale. When their mind gets so focused on the sale only, they often lose sight that the customer is a real person who expects to be treated with respect. If you give the impression that you are a cold or aggressive person, then that may put your customer off. The customer will be much more apt to buy, if they feel like you are really trying to provide a product or service that is beneficial to their needs. Always find a way to relate to your customer in a positive way if you expect to get and keep their business. If they do not like your attitude, then they will just call another sales professional that they feel more comfortable with.
The Sales Coaching Institute provides sales and marketing training that is creative, highly motivating and effective and that will help you achieve lasting improvement in sales performance.
