Clients often subconsciously see salespeople as unethical, using methods such as pressure, lying, sales tricks and with a desire to just make as much money as possible. How can we get rid of these stereotypes? Ideally, don't give the impression of being a salesperson at all, instead, behave like an expert in the role of a consultant. How can you do it, and how will it benefit you?
Gain genuine expertise
First, as Forbes advises, it is necessary that you really are an expert in the sector. You must know your product, but also the whole business field, in a very detailed way. Learn, meet people that are important, and get acquainted with the newest trends. Present yourself primarily as an expert, not just a representative of your company. Talk freely about other companies, do not try to make it seem like your company is the only one on the market. Talk to the prospect about various possibilities and discuss with them what they have tried and what they have in mind.
Do not talk too much. Listen instead
Apply to Socratic method. This means that you shouldn't talk too much and try to push your point of view too much. Ideally, you should ask the client suitable questions so that most of the time they're talking and you navigate them towards the best solution that you offer. The best salespeople seem casual because they don't push the prospect into anything, they just talk to them and they get to the close naturally, casually.
Do not try to sell clients everything, at all cost
In order not to not look like you are trying to convince the prospect at all cost or you are trying to sell them something, it is necessary that you adapt to the way the prospect communicates. You must be on the same wavelength, you have to use the same gestures and expressions, and you have to generally adapt to their behaviour and communication style. Only then will you be able to have an impact on the customer the way you want, not as an unknown salesperson who is trying to push the prospect into buying something that is not suitable for them.
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