Don’t Over-Sell or Under-Engage

📅  16th January 2019 | Mindset

Sometime in the last century, one would try to engage a potential customer by chatting to them casually. This could be achieved over a cup of coffee or a drink in the local bar or even at a private members club. You could always have sent them information in the post with a hand-written complimentary slip or letter. Remember the Royal Mail? They’re still around.

In recent years, these activities have, for the most part, been replaced by electronic social selling which may be as successful. But as we know, it’s all in the message, or how the message is couched which can make the difference between winning or losing a valuable business relationship. But there is something more fundamental when trying to engage. Nobody is going to talk to you if you’re a shrinking violet or have a grumpy expression. A simple smile and a polite “Good Morning” often works wonders.

I’ve written on several occasions about standing out, making a difference and capturing people’s attention in a positive way….it worked a treat for one young man at a certain Tube station in one of London’s north-western suburbs. After a brief chat, I was relieved of £2.20 for a coffee from one of those mobile stalls.

The proprietor was delighted with my purchase and wished me well. This was an example of that truism that “people buy people” but let’s take it a bit further. People buy people who make them feel good about their purchase.

Having a cheery disposition and a positive outlook is pivotal to your success in sales at whatever level. But a word of warning. Never be over-enthusiastic or indulge in laughing or giggling. If you do, you may not be taken seriously. Neither should you be over familiar with your customer. This may lead to a cancelled order!

 

 

 

Tags: behaviours

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