Salespeople basically have defined roles, don’t they? After all, their job is to persuade customers into buying and that’s pretty simple. Example; A potential client stumbles in with nothing more than an idea. The entire sale depends on whether or not you can manipulate them into a decision, their desires don’t really matter. Their wants and needs are nothing more than an “option.” You’re only objectives are to make them believe they want your product and persuade them into buying. Now, if you happen to agree with any part of this paragraph, you may possess 1 of the 5 traits of a bad salesperson.
A recent survey showed a common thread and I felt it was necessary to point out specific reasons why some consumers decide not to buy. Even after investing 20 plus hours in online research and knowing exactly what they want, they still walk out. Below, I have highlighted the top 5 traits that can potentially break a sale.
Ah, the good old knowledgeable and seasoned salesperson! Yes, if you possess this characteristic then sadly your customer despises you deep down inside. Who wants a Mr. or Mrs. know-it-all telling them how they should spend their hard earned bucks?
Annoying or objectionable due to being a showoff or attracting undue attention to oneself.
That’s right, sometimes you can be a tad annoying. Consumers love your efforts to build rapport, however, you tend to talk a lot about yourself and you take the focus off of them.
Excessively conceited or absorbed in oneself; self-centered.
Those who come off as self-centered, turns customers off. If they know you’re in it ONLY for yourself, than how can they trust you? Do you have a genuine interest in their benefit? Do you really want what’s best for them too?
Excessively or unpleasantly self-assertive or ambitious.
Is it any surprise? Let’s not make any mistake, there is a difference between someone who guides you through the process according to your specific needs compared to someone who makes you feel uncomfortable.
Accepted as real or true without proof.
For example, I will put myself in the consumers shoes; some days I don’t feel like dressing up, or I decide it is more important to save my money for the future. A good education for my children is important to me, therefore, I do not invest a lot of money in brand named clothing, accessories or even $1000.00 Coach Bags. But you can bet you’re a$$ I do care about quality and safety. I am definitely willing to pay more for features and benefits that mirror my needs. Just because consumers don’t flaunt their financial status doesn’t mean they can’t afford to buy. Never judge a book by its cover!
I’ve said it before and I will say it again, today, more than ever, consumers are armed with knowledge! They utilize technology on a regular basis, not only because it’s available, but also because utilized knowledge is power. That’s right, “Utilized knowledge is power.” So if you know this then why haven’t you focused on selling yourself and providing an exceptional experience?
Providing a first class experience by building rapport, creating trust by following through on your promises and giving your customer the opportunity to feel like they are a part of the buying process is your job. Remember the product was already sold before they walked into your dealership, now all you have to do is sell yourself. It’s that simple.