Sales Tip # 6 – Are you Likeable?
We all know people buy from others they know, like and trust.
If that is true, and I believe it is – are you likeable?
If you are likeable what do you do to be likeable?
Recently, I was meeting with a seasoned business pro. It was our first meeting. He was semi-retired and we were talking how his assessments would help his clients make great hiring decisions. He wanted to see if I was someone he could introduce to others when the need for sales training was identified. We had a very good discussion. I listened as ho told me about his assessment and the positive impact they have when used.
When the time came he asked me how he could help me.
I pulled out my one page document that outlines what problems we solve and who we want to meet and showed it to him. He pushed it back and said, “It is too detailed.”
I pushed it back and said, “I get a lot of business using this document!”
He said, “It is not the document that gets you business.”
Trying to be open-minded I asked, “Why do I get the business?”
He only said “you’re likeable.”
I paused – what do you say to that?
We finished our meeting and on the way home I asked myself, ‘what did I do to be likable?”
I listened. I was interested. I asked questions for clarity. I really wanted to learn what he did.
I was not satisfied with what I was thinking.
I decided to ask a group of well-respected and accomplished business associates how one is “liked” – from their perspective. They are from all walks of life, of different ages (24 – 61) and they all sell into different markets. They included Mike Lemmeyer (home improvement) from K Guard, Tim Plonski (Financial Services) from JK Investments, Dave Kuhner (Marketing) from Team Kuhner, Bob Powers (Financial Services) from Primerica, Paul Stefunek (Retained Search) from Paul Lawrence & Associates and Ron Finklestein (Sales Training/Consulting) from Business Growth Experience.
After a very interesting discussion here is what we came up with:
- Smile – Smiling indicates a high-level of trustworthiness.
- Listen – Don’t listen to prepare for the next thing you are planning to say but listening to understand.
- Eye contact – Making eye contact indicates you are present in the discussion.
- Look the part – You must dress as one in your industry would dress. For example, plumber in a tuxedo would raise a red flag whereas a plumber dressed a plumber makes sense.
- Communicate effectively – Don’t make others guess at the meaning you are trying to communicate.
It seems so simply and I understand how difficult it is to be effective in all five areas. Please let me know your thought and the actions you take to be likeable so others may learn.
To your likeability,
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