Ride the Storm: Navigating Through Unstable Periods / Katerina Rudko (Belka G...
Sincere Vs. Insincere Sales
1. SALES PROFILES
SINCERE
vs. INSINCERE
What traits make a salesman outstanding?
EMPATHY
This salesman leads with
empathy. He doesn’t just
understand the work, he
understands the people. By
establishing trust with clients, he
makes informed decisions and
develops strong relationships.
INTENT TO HELP
He doesn’t bring an intent to
help. Instead, he’s pushy
about his product. There’s
no emphasis on how he can
help you improve your
business. And therefore
no real value here.
PERSPECTIVE
He looks at everything
from the client’s
perspective. By identifying and
communicating how he can best
help individual problems, tailored
solutions are reached.
UNDERSTANDING
There’s no real
understanding of the client.
He doesn’t take the time to
get to know prospects or
their businesses. Lack of
research makes him seem
apathetic toward the prospect.
SIMPLICITY
He keeps things easy and
simple. By paying
attention in meetings,
responding quickly to emails and
phone calls, and taking note of
details, he removes hassle and
complexity from the customer’s life.
Be this guy.
LISTENING
He blabbers on and on about his
product or service, but not once
does he let the client share their
position. His generic sales pitch
doesn’t strike a chord with
individuals to match their
needs. Simply put, he
doesn’t listen.
Not this one.
SELL WITH SINCERITY
Be genuine. Build relationships. Provide value.