I write frequently about sales, because I once was in sales. And of course we all are, every day, whether we acknowledge it or not.
I learned sales the sleazy old fashioned way—from all the obnoxious “gotcha” closes to fudging of the truth about product capabilities. All in the name of making quota and not getting beaten up too hard in the bullpen. Back in the day, and even now, salespeople weren’t considered trusted advisors. (That expression has been horribly overused, but it’s great shorthand for “the person you trust not to lie to you when you buy something from them.”)
Colleen Stanley, who writes for Rain Today has five great tips for wearing the white hat in sales in “Are You a Trusted Advisor or a Typical Salesperson?”
Colleen’s 5 Top Tips
- Be honest.—It really does alleviate agony. And your customers don’t end up hating you. And you don’t have to spend the time trying to remember what you said. This is an elegant solution.
- Be righteous.—That’s not the way Ms. Stanley put it, but I’m taking a little creative license here. When Ms. Stanley suggests that you “seek the truth,” she means not taking a prospect’s description of a problem on faith. She means asking questions so you uncover the real problem. Of course, it may turn out that the problem is exactly as represented, but, as your mom said, “It never hurts to ask.”
- “Act like you did in the beginning.”—That is, if you started out attentive and curious with a customer, stay that way. Of course, that could describe a courtship and ensuing relationship as well.
- Be helpful.—You know what that means. Think of all the people who helped you when you were stumped. Share a resource. Email an informative article, put someone in touch with an expert, etc. Help people, and it will all come back to you.
- Eat your own dog food. —That’s right. Take your own advice. Don’t be one of those folks, like your Uncle Ralph, whose prime virtue is that they serve as a bad example.
Don’t you love these? Got any ideas of your own to share?
Leave a Comment