Table of Contents Show
Summary
- Between the discovery question and the closing yes, the typical process is a discussion where the salesperson’s role is to narrow down the prospect’s criteria until their need matches one or two solutions that meet their needs exactly.
- If a prospect returns for a repeat purchase, whether you are the salesperson or the company, and it’s not an obvious choice for them to come back to you, your previous sale was a failure because, in the client’s eyes, you didn’t meet their needs.
- We won’t list all the points, but let’s highlight the volume of communication during the launch to become known and the downward trend of such campaigns, reflecting that the brand needs less self-presentation and moves to the next stages.
A Good Salesperson Doesn’t Mean a Scammer
In today’s business world, the role of a salesperson is often misunderstood and associated with negative stereotypes. Many people believe that being a good salesperson automatically means being a scammer, pushy, and solely focused on personal gain.
However, this misconception has led to a widespread fear among businesses to embrace the true essence of sales. In this article, we will explore the true meaning of being a good salesperson and why it’s crucial for businesses to overcome this fear to succeed in their respective markets.
The Common Misconception
A common misconception about salespeople is that a good salesperson is automatically a scammer, pushy, and solely focused on their commission. Unfortunately, this impression is the result of bad practices by some individuals and even the sales policies of unscrupulous companies that use forceful techniques and information manipulation solely to close sales.
Displaying an image of success despite these practices has led to the general impression that selling always involves a shady process.
The Recurring Bad Solution
Many companies today, offering truly quality services and products, face survival difficulties. When we meet them at trade shows, they seem tense when we mention words like marketing, sales, and commercial. These companies think they are doing the right thing by avoiding appearing like scammers by focusing on developing quality services and relying on that to build trust-based business relationships. But we ask them: what’s the point of being the best if you’re the only one who knows it?
So, What is a Good Salesperson?
Before answering that, it’s important to understand that the sales process known as “making a sale” is not just “completing the financial transaction.” The latter is merely the final step in the acquisition process, but the real sales procedure concludes with the “yes” – yes, I’ll buy it, yes, I want it.
It actually begins when the salesperson asks, “What do you need?” or “What are you looking for exactly?” or any other open-ended question inviting the prospect to describe their needs.
Between the discovery question and the closing yes, the typical process is a discussion where the salesperson’s role is to narrow down the prospect’s criteria until their need matches one or two solutions that meet their needs exactly.
Once the choice is made, the salesperson needs to reformulate the prospect’s needs and criteria and match them with the desired features, being honest and transparent. There are techniques for word choice, presentation, and closing, but if the described framework is applied correctly, the sale will be successful.
If a prospect returns for a repeat purchase, whether you are the salesperson or the company, and it’s not an obvious choice for them to come back to you, your previous sale was a failure because, in the client’s eyes, you didn’t meet their needs.
At the Start, You Have to Take Risks!
Unfortunately, unscrupulous salespeople know all this and use it to run campaigns that create a reassuring and quality image, knowing that people will need what they offer anyway. Their sole objective is to attract the maximum number of prospects and convert as many opportunities as possible.
You have no choice but to join them in the same objective: attract prospects. From there, you can showcase your expertise and build trust, eventually turning your customers into salespeople through recommendations. Your campaigns should simply be: need X, your brand name, the smart choice!
The Common Thread Among All Giants
If you study the journey of any company that is now a sector leader and has continued to evolve for decades, you’ll notice certain recurring patterns. The same pattern, when a giant industrial company ventures outside its core and persists, it finds itself out of the race.
We won’t list all the points, but let’s highlight the volume of communication during the launch to become known and the downward trend of such campaigns, reflecting that the brand needs less self-presentation and moves to the next stages. Today, many brands in various sectors barely run public communication campaigns because they’ve established themselves as the top choice in their niches. You can see this with car brands, high-tech solutions, hotels, and financial companies.
You Don’t Stand Out!
If your product or service doesn’t cure cancer and the global media won’t cover you for free, follow the footsteps of those who succeeded. It’s the minimum necessary if you want your business to thrive. There will always be opportunists and scammers. Leaving the field open for them makes it easier for them. So, equip yourself with the best tools, plan your strategy, and go conquer the market!
There Are No Real Mistakes in Advertising
At this point, even convinced of its importance, many remain paralyzed by the fear of launching an ad campaign that might harm their reputation. Is this your case? Know that in the world of buzz, there’s no good or bad buzz! If your goal is to get noticed, even a well-managed bad buzz is more effective than a good buzz.
Example: The Genius of Stromae
To understand, take the excellent example of Belgian artist Stromae and his campaign for the song “Formidable.” Stromae created buzz by appearing extremely drunk at a busy Brussels tram and metro station. Videos taken by passersby quickly made it to the news, with some journalists condemning the scene as disgraceful.
After a few days, as the buzz calmed, Stromae released his song, which included the controversial scene in the music video. The reaction was massive, and the news channels, even those that initially didn’t cover it, did so to show they hadn’t been fooled. It became a global sensation.
Action or Suffer the Consequences!
Nothing mentioned in this article is new. You can find this information in various books, research, films, and documentaries. Yet, only a few apply it. Some are even adept at finding excuses to avoid action. There’s nothing we can do for them. Worse, their presence is necessary because, to have winners, there must be losers, and usually, being one or the other comes down to simple decisions.
We Too
We will apply our own advice and introduce our tool, PulseWeaver, which allows any entrepreneur, regardless of their sector, budget, or technical knowledge, to implement and maintain a digital marketing strategy. Most actions can be automated, ensuring consistency and personalized content while following best practices and trends. Click here to learn more.
