Why Straightforward Salespeople Close More Deals

  Posted by Jason Better on Sep 7, 2010 6:57 pm

Source: Entrepreneur.com | Author: Barry Farber

4 tips to help you 'tell it like it is' with your clients

Like any good salesperson, about once a year I take time to survey and interview my customers (and their customers). Common statements about what makes a good salesman include following up and good customer service

. But what seems to be mentioned the most is, "I want a straight shooter, a rep who puts it all on the table with no surprises and no BS."

Simply put, tell it like it is, and you'll reap the benefits. (Better communication, stronger relationships, trust, dependability and an overall comfort level with the partnership.) Here are some insights on how to know if you're telling it like it is.

Are you trying to please everyone?
Let me share a bit of wisdom from Bill Cosby. He said there are many ways to succeed, but "the key to failure is trying to please everybody." And if you think you can please everyone, see Arthur Miller's play, Death of a Salesman. Realistically, there are some people we just can't please. Maybe what we're selling does not fit into their needs at the time, the account is not qualified as a true prospect, or they just don't like you. Great salespeople know when to move on and do not change their values or beliefs for someone just to please them or close the sale. They don't take it personally, either, because there are so many reasons involved in why someone selects you over the competition.

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Comments

OK

SUPER DOOPER

JOHN CHICOINE — Wed, 09/08/2010 - 4:02pm
JOHN CHICOINE — Wed, 09/08/2010 - 4:03pm
JOHN CHICOINE — Wed, 09/08/2010 - 4:05pm

WHATS THIS ALL ABOUT

WHATS THIS ALL ABOUT

JOHN CHICOINE — Wed, 09/08/2010 - 4:06pm

UNBELIEVABLE

WHAT AM I SUPPOSED TO COMMENT ABOUT

JOHN CHICOINE — Wed, 09/08/2010 - 4:08pm

ALLEY OPP

THE COW JUMPED OVER THE FENCE

JOHN CHICOINE — Wed, 09/08/2010 - 4:09pm

Calling It Like I See It...

Jason,

You don't fool around with the content...Great stuff as always!

Thanks, I'll be implementing these.

MD

Mitchell Dillman — Thu, 09/09/2010 - 12:05am
 

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