We’ve all been there – had some poor sod try to sell you their wares in the most desperate and unappealing fashion possible.
The conversation may start off innocently enough – a question on your job, interest or hobby. But, little do you know your partner is simply waiting for an “in,” that will allow them the opportunity to expound brilliantly on their wares and how essential they are to your life. And then you’re stuck listening to this person metamorphosise from a seemingly pleasant individual into a “salesperson” – cue dramatic music here (it adds a little extra punch). Google – where is the widget for an integrated theme tune? *sigh*
Now, please do not get me wrong, there is absolutely nothing wrong with being a salesperson. Heck, as a freelancer I spend plenty of time in sales, convincing people that I am just the right fit for their company. And quite frankly we’re all salespeople – presenting our best possible brand narrative to get the job/the guy/the gal/the deal. It’s pretty much intrinsic to life. However, sales still has that negative connotation – of a human snake, a toad – who is out for your blood, often whilst trying to cover up their bald spot and showing plenty of chest hair. Or if they’re female, wearing spiky high heels and pursing their lips. Again these, I reckon, are pretty well-established stereotypes….so don’t kill the messenger. However, it is perfectly possible to go into sales without selling your soul to the devil, so in the theme of telling people what to do – because I am woman; hear me roar… I thought I’d continue my “how to guides” with one on how to do sales without being a dickhead– sorry mum.
- Persistence
It is said that clichés are well worn truths that people are tired of saying, which in general is pretty sound advice. Except for one obvious case – “if at first you don’t succeed, try, try again.” If someone says “no” then assume they mean it, don’t harass them, call them endlessly or, as is commonly done, listen to their reasons and then provide an exhaustive list of why they’re wrong. Frankly, I find agreeing with my clients to generally be a sound piece of advice. Be gracious, be kind, say thank you very much and then with their permission, put them on your mailing list and stay in touch. No, guys and gals means just that, no.
- Be honest
Sales can be awkward and a little bit icky. But, that is no excuse for arranging a meeting under false presence. It would be great to get together and learn more about what YOU do, I think I have a project for YOU, the list goes on and on. Firstly, you’ve got my hopes up which isn’t overly nice and secondly once I cotton onto your cleverly concealed treachery, I am going to stop listening and think about my dinner (or lunch) plans – depending on the time of day. Now obviously, you don’t have to be explicit, but do be upfront. Something as simple as changing the pronouns “I think WE could work together,” allows for an implicit suggestion that will, I assure you, go a long way.
- Patronising selling
“Is this another dig by Helena at the opposite sex?” I hear you ask. Certainly not, I nervously reply, whilst shrugging my shoulders. To be fair, I’m sure plenty of women do this, but it probably doesn’t annoy me quite as much as when a man tries to sell me a service in a patronising manner. They may as well pat me on the head whilst handing me a toffee – and I assume I am not alone. Telling me what’s wrong with my business, only to prove how you can personally fix this gaping void in my enterprise is going to entice me to do one thing and one thing only. Let me assure you, it’s not purchasing your product. Not even close.
- Have a process
With sales you really do need to be on it. In my opinion people really do want to be wooed, so get yourself a CRM (I use SET for Business who are fantastic and not just because they’re my client). Make sure you have a seamless process that leaves a set period of time before first, second and third point of contact (I refer you to point 1…eventually you should give up). I learnt this the hard way when I didn’t properly track what was going on and chased someone for an invoice that had already been paid. Not ideal.
- Be yourself
In sales the most important part is connecting with someone else, which you can only do by being the most authentic version of yourself. So just be yourself – whether that’s vivacious, quiet (I always trust the silent types for some reason) or laidback. It may take a little bit of time and a few wasted opportunities but once you find your unique style you’re set for life.
If you would like to have a moan about sleazy salesman or discuss anything content related feel free to give me a call on 07826 857 882 or drop me an email on Helena@helenabaker.com – chai lattees on me.