Although today's sales force is comprised of intelligent and ethical individuals, an unfortunate negative perception still exists about the occupation. In addition to countless representations of greedy, pushy salespeople popularised in movies, We've all witnessed the stereotype of the "typical salesperson," focused entirely on the short-term benefit of a single sale. Along with the annoyance factor, This negative perception might make it difficult for salespeople to establish themselves as trustworthy consultants.
The lousy salesmen have this question constantly in their minds "Why don't we get enough appointments." When you think about the reasons, it's easy to see: We waste the time of the people we want to see! We don't create value in every interchange we have with the customer. No wonder they refuse to speak with us.
Consider this scenario. How often have you overheard someone mention a "Howdy Call?" These are a pure waste of everyone's time.
What about sales calls where the salesperson's sole purpose is to pitch the newest product? "How are you doing?" was their only question. (And they didn't even wait for an answer before starting their pitch.)
What about the unprepared salesperson? Too many of us are quick-witted, that's part of what makes us good, but shooting from the lips does not compensate for lack of planning.
If we all do one thing, we can shift the way salespeople are perceived. If we start doing one thing, customers will open their doors and answer their phones.
In every interaction with our customers, we must add value! We are wasting their time if we do not. If we can't identify the value we'll generate when planning a meeting, we're not ready for it and must cancel it.
Instead of thinking about how we can sell a product, we should consider how we can help clients. By doing so, we will be able to stay focused on the fundamental goal of solving problems and creating value. This creates a different language that conveys to customers that we are putting them first and goes a long way toward dispelling the negative perception of sales professionals.
