#salemanship

Selling books is tough.  In the beginning, I got cocky.  People were buying my book left and right.  Most were friends…. Good friends.  They came to my book launch events and some even bought more than one to give as gifts.  I assumed each book event would be the same… lots of sales… lots of meaningful conversations… lots of green or at least added cash to my Venmo or Zelle accounts.  The only…

Have you ever bought a product or service but later on regret because you have been tricked by salesman? have you ever try to call representative from a company, but after you leave a message, the representative call you back after a week? have you ever come across a “rude” and “stiff” salesman who do not smile and smell bad? Have you ever interact with a sales who does not listen to you at all, and you decide to leave, and go next door to buy the same product from a better salesman? well I have! and I bet you have as well!

Above are example of characteristic of mediocre sales. Mediocre sales can be found everywhere from any kind of industry. Mediocre sales do not care about you or what you want. They just want to sell you something and get commission out of you. Mediocre sales cannot be trusted because they often lie or hide facts to get you to buy. So what are the characteristics are mediocre sales? Here I list a few:

Dishonest

Telling half-truth to cover up mistake or weakness to get customer to buy

Poor dressing choice

Manipulative

Inability to create rapport

Rich of promises but unable to meet them

Bad listener

Have bad odour

Mock customers indirectly or directly

Unfriendly or rude

Have a negative attitude

Underestimate the smiling habit

Slow in response

So what separate good sales and mediocre sales? well I believe good sales will not only focusing to sell products and services, but also will maintain relationship with clients, make friends with them, and look to grow customer’s business.  Hermawa Kartajaya in his book, “WOW SELLING” describe what a good sales STAR should be like. STAR are:

S – Show trustworthiness T – Treat customer with over-commitment A – Assist customer to grow R – Reserve network of friends

Kartajaya added that in today’s world, people buying habit is different than few decades ago. Social media, internet, new technology has change the market and how customer make buying decision. Most people would ask their friends or family first, before they decide to buy a product. Often, they would trust a stranger’s opinion on the internet forum or website, rather than from company’s salesman. Therefore, companies should not look to hire mediocre sales, because they will bring more loss than profit in the long run.

Why do mediocre sales lie and make empty promises? I believe they are looking for short-term benefit. Mediocre sales lie to earn a sale either to chase their target or to make themselves looks good. but lying  serve no long term benefit. Customer who feel cheated will not come again, and worse, they will complain to their friends about it. In the end, the company will lose customer and profit.

I believe integrity is the most powerful weapon for sales. One thing that we need from our customer is their friendship and trust, and money of course. But fortune will come if you have good relationship with customers.  Well, any friendship build based on lies and empty promises, will not last long. It will be like building a house on the sand, it is foolish.

Same principle apply with our customer, our foundation of relationship should base on honesty and respect,In order to win customer’s heart and earn their loyalty. Integrity is expensive, but lying is more expensive! I believe Integrity and honesty are the most important characteristics of good sales.

Other characteristic from good sales are:

Dress for success

Keep promises (big and small)

Friendly, funny, and genuine (often help to win friends)

detail-oriented

know how to schedule

positive mind

great interpersonal skill

street smart (ability to solve real world problem)

hard worker