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15 Sad Truths Only Salespeople Can Understand

15 Sad Truths Only Salespeople Can Understand

Cold calling? Trying to close a deal when the going is tough? Insane customers? If you are a salesperson, you know these scenarios are just a few of those that make up your nightmares. Customers are our bread and butter, but here are 15 things that, maybe, they just do not understand. Time for straight talking.

1. You know a bargain is irresistible but there is no need to riot.

It was an eye opener for me when shopping riots broke out on Black Friday, not in the USA but in London, UK! The rush for those discounts together with some stores opening at midnight led to scuffles. Police were called to quell 15 mini-riots. Now, pity the poor sales assistants as they have to deal with bargain hungry mobs every November.

2. You know the customer is always right, but . . .

You know that most times, the customer is always right. That’s the gospel. The reality is that 97% of people are sane, rational, and courteous. But what happens when a the small number of crazy persons starts displaying insanity to test your patience to its limits?

They also start to treat you as a doormat. This can degenerate into insults, threats of physical abuse and dire consequences if the client does not get immediate satisfaction, money back, apologies and so on.

I once read about a customer who was furious that her query posted on Saturday at midnight on the company’s Facebook page had not been answered. It is really tough being in the front line if you are in retail.

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3. You know all about the effort in putting on a happy face.

Having a happy face and smiling at the customers is expected. Problems arise when you have to start faking. The experts call this “emotional labor.” If a customer treats you badly, then you are going to pay a high price for trying to hide it by just smiling.

A Singapore Management University study showed that the people who had tried to fake it were liable to suffer from insomnia, anxiety and depression. This sort of emotional strain can be just as tiring as physical or mental work. Service with a smile is hard work.

4. You do not control everything.

This is the hardest part of being a salesperson as many people think we have been actively involved in stocking extra large sizes, or creating the returns policy or the length of a guarantee. We do not actually make the products we are selling. Yes, I have been taught to listen and empathize and I will try to help you solve the problems but there are certain limits.

5. You know I cannot offer you a discount.

If a customer tells me that they have seen exactly the same item at Wal-Mart with a lower price, are they really expecting me to start haggling? I am tempted to say that they should have gone there to shop, but I never do that!

6. You are not a babysitter.

If you work in retail, you may dread those family shopping outings where all the kids come along. As they wander down the aisles, the family breaks up. The kids are out of control or have simply vanished. That’s when the salesperson becomes a babysitter and has to then try and locate the parents. There may be tantrums when a parent finds them. Spanking, threatening and yelling all follow.

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7. You have to prepare for business-to-business cold calling.

“Plans are worthless, but planning is everything.”- President Dwight D. Eisenhower

If you have received a cold call from me, you may think I am repeating a script. But, actually, I have read all about your company and know what kind of services you are looking for, and what your problems are. Just listen and give me a chance. Want to know a secret? I have read and studied Art Sobczak’s book called Smart Calling: Eliminate the Fear, Failure and Rejection From Cold Calling.

8. You do not want to be left in limbo.

When salespeople are told “I’ll think about it and get back to you,” over and over again, they know that this is a delaying tactic or an expression of non-interest. If it is the latter, just tell me and save me a lot of time and effort. I’ll get over it!

9. You had to learn the art of selling yourself.

How many customers realize that training in the actual selling process is almost non existent? You either have a natural talent for it or you acquire a few basic selling skills along the way. It is hard slog learning from failures especially when customers think selling skills are pretty obvious. If only they knew!

10. You know that every sale counts.

Most salespeople when selling to companies are relying on closing a sale in order to make their weekly quota of sales so that they get paid a decent, living wage. The next time a salesperson comes across as being insistent, just don’t think that their wages are going to be unaffected because, very often, they are.

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11. You have to face rejection and failure.

“I’m not judged by the number of times I fail but by the number of times I succeed, and the number of times I succeed is in direct proportion to the number of times I can fail and keep trying.”- Tom Hopkins, author of Selling for Dummies.

Losing a sale after a lot of effort, phone calls and research can be a hard blow to a salesperson and yet it happens all the time. The sales manager wants results yet you feel that you should be getting a lot more support from her. The best solution is to see the humorous side, learn the lessons and resolve not be put off and strive for success.

12. You may have to put up with ignorance.

Often, difficult clients will make a sweeping statement about your profession or company. They may offend you by making totally unfounded and offensive remarks. A typical one is that accountants are just expensive calculators. This is just a reflection of his or her ignorance about the rather complex work that accountants do. The best tactic is to stay silent and reflect that they have rather limited experience of how things really work in today’s world.

13. You have to solve problems after the sale.

Let us imagine you are selling a product or service which will involve you in some after sales service or feedback. This will be an important part of the follow-up so you may hear complaints that deadlines are not met or that the product is not working.

14, You are crazy busy.

The sad fact is that you have only about 30% of your time to actually meet prospective customers as the rest of your time is spent in travelling and doing all the administrative work. You may have to make a persuasive presentation to groups of clients and there may be a lot of time spent in preparing it. The great challenge is to avoid getting into too much detail and being too long-winded. You would like to get more coaching but that rarely happens.

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15. You know that educating clients is much more effective.

There is no need to push our products’ benefits and features. The secret is to find out what is happening in the sector and how your new product will meet these needs. Educating your client is much more effective. Your product is different and can solve their problem.

How have you coped with the challenges involved in selling? Let us know in the comments.

Featured photo credit: Car Salesman/Lucy Woods via flickr.com

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Robert Locke

Author of Ziger the Tiger Stories, a health enthusiast specializing in relationships, life improvement and mental health.

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Last Updated on May 22, 2019

50 Great People To Follow On LinkedIn, No Matter Your Industry

50 Great People To Follow On LinkedIn, No Matter Your Industry

LinkedIn is an excellent platform to network with great people to help you in your career and businesses. However, with over 575 million people on the site, who should you follow? This list will steer you to the right people to follow, organized by categories of expertise.

Job Search Experts

You will likely have several jobs throughout the course of your career, and you will constantly need advice on new trends and strategies out there in the job market. Here are the LinkedIn experts who you should follow on these matters.

1. Liz Ryan is the CEO and founder of Human Workplace. Her articles on job searching are filled with creative and colorful cartoons.

2. Lou Adler is the author of The Essential Guide for Hiring and Getting Hired.

3. Dr. Marla Gottschalk will help you make an impact in a new job.

4. Hannah Morgan runs CareerSherpa.net, where she gives expert advice on job searching and how to be more visible online.

5. Alison Doyle is the CEO and Founder of CareerToolBelt.com.

Management Experts

They say that people leave managers, not jobs. These experts in LinkedIn will help you become your employees’ dream manager.

6. Jeff Weiner. How can we leave out the CEO of LinkedIn himself?

7. Nozomi Morgan is an executive coach. She can help you transition from a boss to a true leader.

8. Mickey Mikitani is the CEO of Rakuten. He constantly shares his expertise in managing a global player in e-commerce platforms.

9. Andreas von der Heydt was the head of Amazon’s Kindle Content and now the Director of Talent Acquisition. He has extensive experience in management, branding, and marketing.

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Productivity Experts

By maximizing your productivity, you can win in all aspects of life. The following LinkedIn experts will help you win big in your career.

10. Gretchen Rubin is a happiness coach and the bestselling author of the The Happiness Project.

11. Carson Tate is the founder of Working Simply. She advises us to include play in our schedules.

12. Greg Mckeown is an essentialist. Part of being an essentialist is saying no to many things so that we can focus on the things that matter.

13. Brian de Haaff, CEO of Aha! Labs Inc. provides strategies on how to be productive and happy at work at the same time.

Marketing Experts

14. Sujan Patel is VP of Marketing at When I Work, an employee scheduling software. He is an expert in content marketing and he even shares his ideas on content marketing in 2020.

15. Megan Berry is the Head of Product Development at Rebelmouse, a content marketing and AlwaysOn powerhouse.

16. Sean Gardner will help you navigate the social media landscape. This includes how to use different platforms to help accelerate your career. He is also the bestselling author of The Road to Social Media Success.

17. Christel Quek is an digital and marketing expert. She is the VP of South East Asia at Brandwatch. Their products help businesses utilize social media data to make better business decisions.

18. Jeff Bullas is a digital marketing expert. His blog has over 4 million readers annually.

19. Michael Stelzer is the CEO and Founder of social media powerhouse site, Social Media Examiner.

20. If you’re looking for inbound and content marketing expertise, follow Dharmesh Shah, Founder and CTO of Hubspot.

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21. David Edelman is a McKinsey partner and is at the helm of the Digital Marketing Strategy Practice Department.

22. Dave Kerpen leads the social media software company Likeable Local. He is the author of Likeable Social Media: How to delight your customers.

23. Clara Shih is the CEO of Hearsay Social and the author of The Facebook Era.

24. Aaron Lee is Grand Master of Customer Delight at Post Planner. He is an excellent resource for everything social media.

25. David Sable is the CEO of Y&R, one of the largest advertising firms in the world.

26. Content marketing trumps traditional marketing these days, and who else better to lead you in this area than Joe Pulizzi, Founder of Content Marketing Institute.

Personal Branding Experts

Part of what we market in our personal career is our brand. When people hear your name, what kind of brand comes into their mind? What traits and qualities do they associate with you?

Here are some personal branding experts from LinkedIn to improve your own brand.

27. Dorie Clark is the author of Stand Out and Reinventing You. He can help you craft the professional image you’ve always wanted.

28. Dan Schawbel is the managing partner of Millennial Branding. If you’re a millennial, Dan is the guy to help you craft your personal brand.

Other Notable Experts to Follow

29. Lisa Gates is the expert to follow if you’re negotiating for higher salaries and promotions.

30. If you’re a Baby Boomer, Marc Miller will help you navigate the continually changing landscape of the workplace.

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31. To avoid getting your resumé moved to the “No” pile, read Paul Freiberger’s excellent advice.

32. James Caan provides insightful ideas on careers in general. He is also a serial entrepreneur.

33. Jeff Haden writes on various topics, such as leadership and management. He is the owner of Blackbird Media.

34. If you’re looking for expert business advice on getting new customers and keeping them, follow Jay Baer.

35. Suzanne Lucas, aka Evil HR Lady, is a great human resources specialist.

36. If you need help in using Twitter to boost your career, Claire Diaz-Ortiz can guide you in the right direction.

37. Ryan Holmes is the CEO of Hootsuite, a social media management tool.

38. Customers are the lifeblood of a business and Colin Shaw focuses on revolutionizing this customer experience.

39. Brian Solis often reflects on the future of business and how technology can disrupt our world.

40. Nancy Lublin provides advice on more lighthearted topics, which are perfect after a long day’s work. She is the CEO behind Dosomething.org, a portal designed for social change; and the founder & CEO of Loris.ai and Crisis Text Line.

41. Katya Andresen provides advice on how to manage your career. She was the CEO of Cricket Media and now responsible for the SVP Card Customer Experience at Capital One.

42. Gallup has created a system to test what your strengths are and how to use them at work. Jim Clifton is the CEO of Gallup.

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43. Adam Grant is a Wharton Professor and the author of Give and Take, which provides advice on why being helpful at work can accelerate your career.

44. Hunter Walk is a partner at Homebrew Venture Capitalist Company and has specialty in product development and management.

45. If you’re running a nonprofit organization, follow Beth Kanter for expert advice on this area.

46. Emotional Intelligence is necessary to succeed in your career, and Daniel Goleman is your expert for that.

47. Rita J. King connects science, technology and business.

48. Tori Worthington Rose is a Creative Director at Mary Beth West Communications, LLC. She has extensive experience in sales and digital media.

49. If you’re looking for some advice on how to use writing and personal content marketing to boost your career, follow Ann Handley.

50. Tim Brown is the CEO at IDEO and shares his insights on Leadership and Creativity.

These are just some of the key thought leaders and movers in various industries. They will provide you with constant inspiration, as well as the willpower to pursue the career that you’ve always wanted. Their stream of expert ideas in their respective fields will help you become well-equipped in your professional pursuits.

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Featured photo credit: LinkedIn Sales Navigator via unsplash.com

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