To stop thinking like “that” salesperson stop calling yourself one. Take the title of consultant, adviser, or customer service specialist instead of salesperson. Your job shouldn’t be to “sell” people. Your job should be to help them. And when you help people, they return to you and tell their friends.

Stop Thinking Like “that” Salesperson

Throw Away the Canned Sales Pitch

If you have a canned, one-size-fits-all pitch that you use for every customer on every presentation, you will not inspire trust, just the opposite. To build confidence, research your prospects and create presentations based on who they are and what they need.

This means you need to research and understand not only the customer, their culture, and their needs but also their industry, competition, and other providers.

Come from Help

I can’t say this enough. If you want to be a consultant that clients find trustworthy, come from help. When I was learning sales, it was all about “Always be Closing.” When I was always closing, I wasn’t listening, learning, and helping clients solve problems. I made a lot of sales because I was overbearing, pushy, and good at it. But because I didn’t build relationships, my sales were usually one and done. Had I been taught ABH (Always Be Helping), I would’ve been a more productive salesperson.

  • Tie your offerings to your customer’s success rather than your needs.
  • Offer options – give prospects a choice based on their needs.
  • Add value by offering to help outside of the sale. How do you do this? Start by connecting them to potential customers. If you want to build loyalty and develop trust, bring your customer a new client.

If you can, offer help outside of the sale. I gave a customer a PDF version of one of my leadership books ( The New Manager’s Workbook, a crash course in effective management). This customer was one of the largest trucking companies in America. I permitted them to make the book available to more than 4,000 employees. I didn’t make a dime on it, but that’s not the point: I helped a loyal customer, and they remembered me for it.

Communicate Openly

As I’ve said, talk with customers, not at them. How is this accomplished? It’s achieved by asking questions and listening to your client to learn their opinions, needs, and problems. It also includes being transparent and honest.

Do your customers trust you? Good question. You hope so, but how can you be sure? To begin with, ask them. Okay, don’t call them and ask, “Do you trust me?” instead, send a survey about customer service or visit them and ask their advice on how to serve them better.

Do customers come back, or are they one and done? Have customers left positive reviews on social media and Google? Have some of your customers become advocates that send you clients? If so, the answer is yes, your customers trust you, but if you’re uncertain, it might be time to reevaluate your sales approach.

New Age Consulting

When I was younger, I used every sales trick in the book and even invented a few. I used these tactics to sell and taught others how to dupe a customer into buying the product I wanted to sell, which was only sometimes what the consumer needed. I’m not proud of my early years in sales. I was “that” Salesperson.

Eventually, I learned that helping customers rather than “selling” them built lasting relationships. It not only made good business sense, but it also felt good. It was the right thing to do. Are you ready to do the right thing? Do you want to learn how to be a compassionate sales consultant and increase sales while building your customer base? If so, read this book. How to Sell Without Becoming “that” Salesperson

If you like this post you might also appreciate, 5 Things Top Consultants Do. 

Photo by LinkedIn Sales Solutions on Unsplash