Do your customers like you?

“People buy from people they like”. It is a statement some swear by and others dismiss as a myth. 

I do not see a downside in your customers liking you more than the sales person you are competing against. Likeability is a trait well worth developing. Who are the sales people you admire the most? I bet among those that first came to mind are salespeople not only successful in business but also in life.

Friendly, genuine, authentic, and interesting people seem to surface to the top. People including your potential customers tend to naturally gravitate to people they are most like, or those they wish they were more like. Your clients prefer to spend time with who they sense they share common values and interest with.

The businesses and customers you sell to all demand value. The competitive margins you need to meet continue to narrow.  Plan on “closing the sell?” you better provide the best solution or the best value. When you demonstrate you are the one that best understands your customer you are well ahead of your competition. However in a case that all things are equal I’ll dispute “nice guys finish last”.

Before you engage your next potential client it is worth asking yourself how likeable are you?

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About Richard Scudder

I possess a passion to see others succeed in sales. After 25 years of sales and sales management it is with confidence I say “it is direction, not perfection” that counts. I partner with organizations to improve the performance of their sales associates. My clients and I share in common investing in their greatest resource “their people”. I facilitate motivational training that is fun, unique and creates a positive impact on sales performance. For more information on training sessions or speaking before your group contact me. scudderperformancepartners@gmail.com 615-440-7219

Posted on November 18, 2012, in Sales Training and tagged , , , , , , , . Bookmark the permalink. Leave a comment.

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