It’s a safe bet that most people have had a bad experience with a salesperson. You may even cringe, roll your eyes or your stomach turns when you hear the words “salesperson.” Kelley Robertson, author of Stop, Ask & Listen – Proven Sales Techniques to Turn Browsers into Buyers and The Secrets of Power Selling, lists seven reasons why customers dislike salespeople:
1.) They don’t listen.
2.) They talk too much.
3.) They lack knowledge.
4.) They lack the “follow-up” factor.
5.) They lie.
6.) They fail to understand the customers’ needs.
7.) They refuse to take “no” for an answer.
However, sales are essential for business. After all, nothing happens until you sell something. So how do you find balance? How do you become aggressive in growing your business without being labeled as a “salesperson?”
To be great at selling, you must first be passionate about the products or services you’re representing. Secondly, you must be passionate about the people you serve. This type of passion is something a dealer can rarely fake. A passion for what you’re selling coupled with a passion for helping your customers make the best decisions for their operations will come across in everything you say or do.
Here are four reasons this type of passion is a game-changer for your business:
Passion Builds Trust with Customers
There are no sales without trust, and a passion for selling can cement trust between a dealer and a potential customer like nothing else. When passion is genuine, customers know it, and will respond to it by placing their trust in you and your business. A passion for selling also helps build trust because:
- A salesperson with passion truly wants to understand the customer and unique needs and then sculpt how a product or service fits into that picture.
- When a salesperson is fully invested in the products he or she represents, that passion can be contagious for customers.
- Passion permits a salesperson to go after the best possible outcome – even if the best possible outcome for the prospect is not the product he or she originally had in mind.
PASSION KEEPS THE SALES PIPELINE FULL
One of the great things about a passion for selling is that it can help dealers maintain a full sales pipeline without as much effort as those who lack such a passion. Why? A passion for selling turns customers into advocates who will recommend the dealer and their products to others. Word-of-mouth marketing continually sends new leads who are interested and ready to buy to the dealer. Having these customers who are also willing to provide testimonials and refer other customers, is priceless in any industry.
PASSION ALLOWS DEALERS TO BE PERSISTENT
Persistence is always a watchword in sales since customers will not always be quick to pick up the phone or return a call. Great dealers who have a passion for selling have an advantage here because that passion helps them overcome such barriers and be persistent in pursuing the sale without becoming a hindrance to the potential customer. With passion, great dealers can come up with creative solutions to reach their prospects and ultimately make the sale.
PASSION HELPS DEALERS CONTINUALLY IMPROVE
When dealers have a passion for selling, that passion often makes itself known through continual improvement. No dealer is perfect, but not all dealers are willing to make the commitment of time, money, and energy it takes to reach the next level. Those who have a passion for selling are willing to make this commitment not only because it is the best thing for their careers, but also because it is what they want to do. That is passion for selling in action.