Business Made Simple: Sales

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Why Everybody Hates Salespeople

Though that headline is slightly misleading, I think you know what I am saying. What everybody hates is that feeling that comes a few hours after purchasing something they never intended on buying, especially when it is due to a witty salesperson’s influence.

This feeling is known as buyer’s remorse. It’s when you buy something that does not hold the value you led yourself to believe it had. I recently bought two Toms shoes a California brand, for a great price. However, I already had around four of same pattern. So I regretted that purchase the next morning.

Salespeople have often led people into feelings of buyer’s remorse, and contrary to popular opinion it is usually the buyer’s fault. We as consumers let our minds be manipulated by deals, sales, and witty salespeople.But this line continually reminds me , “Deals are Debt Enhancing Acts of Lunacy”. Salespeople across the globe use deals to entice you to buy more.

Now before I go rating, I want to bring to light how a good salesperson can leave you feeling cared for while also satisfying their employer.

Empathy + Outcome

Great salespeople are good at two things, putting people first and ability to listen.

Seriously, I saw many people put money first. And, sooner than later they failed to see why they weren’t making any. Hindsight is everything.

As a salesperson, your career depends on your ability to empathize and understand the problems of your customers. If you turn a blind eye to the humanity of the people you interact with, don’t get into sales. There is no money in sales for those who are unable to put others before of themselves.

Empathy is the ability to understand the emotions of others, and not everyone is great at empathy. The ability to empathize stems from Emotional Intelligence (EQ). EQ is an intelligence indicator that quantifies a person’s Self Awareness, Self Management, Social Awareness, and Relationship Management skills. Specifically, your empathy ability is drawn out of your Social Awareness and Relationship Management skills. The ability to perceive and analyze the hidden nuances of conversation. 

Everyone knows how great it feels to have their problems understood, and great salespeople are good at understanding and empathizing with your emotions. But more than that, great salespeople are great at solving problems and generating outcomes.

Everyone has those friends that are great at understanding your emotions but terrible at giving advice. These people are great friends and terrible consultants. Great salespeople are the package: great empathizers and great problem solvers. They not only make you feel understood, they offer a solution.

Great salespeople offer solutions that benefit you first, and second is self. Instead of up selling the sale to something beyond your needs they settle for what is right. Great salespeople don’t cause feelings of buyers remorse, rather the feeling of being cared for.

Final Thoughts

As a consumer, be cautious of the persuasive power of your own subconscious biases. Don’t go shopping unless you first know what you need and the price you budgeted to pay. Avoid bad salespeople, and befriend those who are eager to put you first.

As a salesperson, be wary of your ability to persuade others. Avoid abusing your ability to close a deal at the cost of causing buyer’s remorse. Long-term success resides in customer-centric behavior.It should be like give and take.

Our humanity and success live in our ability to see the humanity in others, and while knowing the weaknesses of others choose to support them and not take advantage of them.

                                                                           



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