People won’t care about what you have to say until they know you care

Why are some salespeople successful while others struggle?

 

Why do some salespeople have such a hit and miss conversion rate?

This may be unpopular, because it’s something that leaders and employers have absolutely no control over when it comes to their salespeople: it’s the care factor. 

You can have the most experienced team, a highly skilled, hard-working sales team.  You may have an incredible offer that stands alone.  These things will ONLY TAKE YOU SO FAR.  Without salespeople having a genuine desire to discover, a genuine curiosity to understand the customer’s viewpoint and what drives them, there is limited connection.  And without connection, it’s virtually impossible to engender trust let alone likeability.

Some people think that selling is all about having the best product, the best marketing. That sales are made by having the slickest presentation, or having salespeople that can talk underwater.  Others believe it’s about having the lowest price, the most competitive offer. 

No one could argue these things don’t matter because they do.  But in people to people selling environments, the care factor is critical.  You can’t fake it.  You can try, but as humans we sense fakery and disingenuity.  We can smell it a mile away and our natural response is to create distance.  It’s almost instinctive.  Primal.  We won’t even know we’re doing it.

When salespeople care, they connect more deeply.  An important place from which to start any relationship.  After that, what you have to say or offer will be truly heard and considered. 

Skill, technique, offer etc will play a role.  But care is something you can’t teach, and you can’t force.  We know it as customers: the offer is good, but we just can’t shake that doubt….something real was missing.  It’s hard to trust someone who doesn’t care.  And even if the offer seems to outweigh that feeling and we go ahead anyway, buyer’s remorse will creep in. 

I’ve seen a lot of salespeople, sales leaders and customer service people in my lifetime.  As someone who works closely with them in the performance space, I calculate that I’ve worked with hundreds (at least) over the last 25 years.  My experience is that the best salespeople genuinely care about other people.

Think about this when recruiting your next sales leader or customer facing team member.  Build it into your interview plan.  What do their previous colleagues have to say about them?  How do their customers speak of them?  What about those they led?   Listen carefully.

 

People won’t care about what you have to say, until they know you care.

View our other posts

Consistent AND Effective

Sales teams must get into action now.    Yesterday in fact.  Waiting for the mythical “return to normal” has well and truly been debunked with further lockdowns, physical restrictions and extended travel restrictions across Australia. But it’s different now.  It...

Are You Listening?

I keep hearing 80’s band Pseudo Echo playing in my head…   ”I say, you say, weren’t you listening?  Now it’s too late, you’re not listening…”Ahh, such wisdom lads….:)   But let me return to the present day!  Once another person feels like they’re not being...

Recurring Theme

It’s fair to say that I speak with dozens of people directly and indirectly each week.   Most of these are salespeople, sales leaders, business owners and C-Level decision makers.  What concerns me is that in conversation after conversation, organisation after...

STOP IT

Everyone knows how to have a conversation, right?    Everyone knows how to create powerful, instant connection with another, right?  Everyone knows how to adjust their behaviour in order to make someone else comfortable, right?  Everyone understands the power of...

Network strength will be the key

Build your network before you need it   This has never been more relevant than it is right now. With more people facing redundancies, the market shrinking for sales people, much success for securing new work and getting in the door will come down to the strength...

Get Cut Through in a Recession

Lockdown restrictions are easing.   People are starting to return to the workplace in some states.  For many sales teams, they’re back on the road, able to see customers and prospects in person – albeit in compliance with distancing regulations. If sales teams...

Is Your Team Ready to Sell to Customers Who Don’t Want to Be Sold To?

Read the room people.    We’re back to work, but not like it was before.  It’s different.  We’re different.  We’ve all changed. COVID has taught us to think about how our actions impact on others.  So now that lockdown restrictions are starting to ease somewhat,...

Growth Happens on the Edge

Growth Happens on the Edge   I’m quoting one of the greats: my dear friend and colleague Natasha Facci here.  It’s true. Whether you’re an organization or an individual, we’re not stretched enough while everything is running smoothly.  After all, if it ain’t...

Go there first

This morning I heard a sobering statistic about the number of suicides in one weekend.  It stopped me in my tracks.  Literally took my breath away. If that stat was about COVID-19 deaths, we’d all know about it.    But it in a way, they are related.  While many...

No touching: the future of retail

Despite a spike in retail sales in March the month ended with most retailers closing their doors, stand down employees, and apply for the Jobkeeper allowance.   Unlike the supermarkets, sporting goods stores, home entertainment stores and those catering to the...