Sometimes in sales, we err too far either way…
When we’re frustrated with our month, we take our frustrations out on the next customer by being abrasive & apathetic…
Or we fall in love with our customers- our date went so well that we bid them goodbye & hope they’ll buy from us when they’re ready…
Only to find they left and bought elsewhere.
Being an ass is never right, but being just nice is not enough…
Because just being nice only means that you’re agreeable…
It only means that you smiled & laughed at all the right cues & pocketed any hint of tension…
It also means that there’s less resistance & less friction…
But no resistance & no friction leads to no results…
For either of you..
You’re customers showed up because they can’t figure it out for themselves …
They need someone to understand their current situation & offer solutions…
They need to feel how your product fits into their lives.
They also need nice nice…
Nice has another definition too…
…it also means to show the small differences & minor details.
See, your customers are depending on you to read not only what they’re saying but how they’re saying what’s really important to them- accentuating details of safety, quality, or style…while adjusting different packages up or down in relation to their needs.
Your customers are paying you initially with their time to challenge their thoughts & levels of understanding…
…they need you to lean into their fears and address their insecurities..
& they’re also- though they’ll never say it, are depending on you to keep sanding on that block of indecision, with more questions & broader perspectives until it becomes a point of decision…
which is why you must ask…
If you don’t ask them to buy your product backed by your service- even if it’s a No, you’re being a fraud.
To them & to yourself…
Because neither one of you showed up for just nice…
they need nice, nice…
& you both need results.
Stay in The Sales Life
~marsh
The Sales Life with Marsh Buice 