Doug Robinson, Robinson Training Solutions, LLC
Wouldn’t it feel good to know that you have the ability to make everyone you meet like you and want to buy from you? Many salespeople are charismatic that way. You like them immediately after meeting them and you buy from them, even when they might not have the best product or the best price.
Charismatic people seem to be born that way. They smile and chat a lot. They have a natural ability to sell almost anything, including their ideas. Do they have skills that the rest of us, who are the non-gifted ones, are able to learn? Absolutely! The quickest way to improve your face-to-face selling skills is to read my book, Sell is NOT a Four Letter Word, and apply what you read. You can order the book here.
Here are a dozen charismatic success traits you can adopt that will improve your business relationships.
1. I have always said that people do business with people they like. So how about acting more likeable? This would include being more polite and patient, and avoiding being a rude, crude dude (or dudette).
2. People seem to be attracted to folks who do what they say they will do. When you make a promise, just keep it! And while you’re at it, do it when you say you will; or better yet, sooner.
3. The buying public trusts people who put others ahead of themselves. They will think you have their best interests at heart when you advise them in ways that obviously benefit them more than you.
4. People want to buy from folks who know what they are talking about. This means you should have credibility in your field demonstrating your expertise to prospects. Show what you know.
5. Individuals throw their money at people who are honest and ethical. So don’t ever lie about anything, and you will probably get rich! You also won’t have to have a great memory.
6. Although it may not seem fair, people are attracted to others who look good and smell good. Pay attention to your personal hygiene, and attempt to stay fit. Dress neatly and groom yourself the best way possible. Make yourself attractive and the needle on your likeability meter will spin faster.
7. People feel better about people who are not “plastic fantastics”. They like folks who are “real”, meaning friendly and being genuinely interested in others. When you are having a conversation, ask about them, their company, their job, their family and hobbies, rather than incessantly talking about yourself.
8. Folks fall in love with salespeople who listen and pay attention to what the prospects are saying. God gave you two ears and one mouth for a reason. That means listen twice as much as you speak.
9. People like, and are comfortable with, people who are like them. Quickly identify one thing you and the other person have in common and then cement a bond between you. It doesn’t matter whether its sports, pets, or vacation locales, just quickly identify one thing and develop a connection around it.
10. Future customers are drawn to those who exhibit humility, so don’t don’t brag about anything that sounds like you think you are superior; such as your income or assets, your education, or your neighborhood.
11. Prospects are impressed with people who are busy, so don’t ever tell a prospect that you really need their business, or that things have really been slow for you lately. As much as you hate it to sit and wait on someone, isn’t it really a “red badge of courage” to be a customer, patient, or patron of a professional with a waiting list instead of one who says, “I can see you any day this week, just drop by I promise you won’t have to wait.” Doesn’t that sound sketchy?
12. People want to be surrounded by helpful people, those who make their lives easier and save them time. They also prefer to deal with people who are flexible and accommodating, rather than rigid and difficult.
How many of these skills do you already possess? Whatever that number is, good for you, and continue practicing them over and over.
How many of these skills still need to be developed? You can’t do it overnight, but don’t forget that practice makes better.
Remember, my book is another great source for face-to-face skills improvement. You can get a free look or order the book here.
©2013 Robinson Training Solutions, LLC