WHY AUTHENTICITY AND EMPATHY IN SALES MATTERS

Think of it this way. When is the last time you decided to be friends with someone you just met who rubbed you the wrong way? Probably never. Building relationships with your prospects, partners and eventual customers work the same way. No one wants to be sold by some sleazy sales guy, they want help solving an issue and building a competitive advantage.

The most successful sales professionals are those who are genuine and empathize with the prospect. “What are your business goals, challenges, and future state expectations?” Everything else will fall into place once you find that out…and will definitely help you qualify or punt while being honest with yourself and the prospect. Earning trust starts with being yourself and relating to the folks sitting across the table from you.  Buyers are also more educated now than ever before, and can easily sniff out the BS if you’re not being genuine.

 Here are some rules to follow:

1.     Be yourself

2.     Be prepared by doing your homework on your prospect/client

3.     Relate with the prospect by finding mutual commonalities

4.     Be genuine and show you care about their issues

5.     Find out how they are measured and is that something you can positively impact

6.     Know what YOU are selling inside and out…you need to be smarter than your competition in order to provide the best value (advice) to the prospect

7. Hold yourself to the highest standard of business professionalism

8. If you say you are going to do something…DO IT.

9.     Follow the Golden Rule – Treat others how you want to be treated…honestly, respect and kindness

Building relationships with clients is no different than your personal friends. Although clients will help pay your bills, so there is some extra motivation to being authentic and truly empathize with their goals. Some of my best customers are now very close personal friends…win-win!

 Happy Selling!