Don't be a subservient salesperson

Recently I saw some advice on how salespeople can ‘break the ice’ at the start of a virtual sales meeting...

Things like:

“Notice something interesting in their background and comment on it.”

“Reference something you found on their LinkedIn profile that you have in common. Start with that.”

"Ask about their pet cat. Tell them you love that exact breed / colour of cat" (*OK I made this one up, but you get the point)

What does this type of approach say about the mindset of a salesperson going into a meeting?

It means that they think being 'liked' is crucial to selling effectively.

Which leads to people pleasing & pandering.

Don't get me wrong - I'm not advocating being blunt, direct, rude, or ignoring small-talk for the sake of it.

You'll just come across as arrogant or aloof... and it will feel very awkward.

Small-talk is a human ritual.

But how about a 50/50 dynamic from the outset?

Do what most salespeople don't...

⬇️

- Embody a partnership attitude & not just transactional.

- Use your emotional intelligence to be spontaneous in the moment.

- Be human and relatable, but not in a contrived way.

- Why not let your prospect break the ice from time to time...be comfortable in silence and don't feel the need to fill gaps.

Start as you mean to go on.

First impressions matter.

If you come across subserviently, you'll likely be treated as such.

You set the tone, and this dynamic will often continue throughout...

The need to be liked means that a lot of salespeople won’t ask the tough questions they need to, or feel comfortable challenging prospects in a constructive, respectful way.

The ability to be present, assert yourself and speak with poise changes everything.

People will automatically lean in more.

You’re communicating that you are someone of value and who can provide insight.

People will recognise you could potentially help them.

You'll have credibility.

And credibility creates trust.

Salespeople are there to fix a problem their prospect has, so shouldn't feel obliged to people please.

Your prospect may well need you as much as you need the prospect.

So the dynamic should reflect that.

#sales #salescoaching