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15 Sad Truths Only Salespeople Can Understand

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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 August 25, 2021

Why Personal Branding Is Important to Your Career

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Why Personal Branding Is Important to Your Career

As a recruiter, I have met and interviewed hundreds of candidates who have no idea who they are.

Without a personal brand, candidates struggle to answer the question: “tell me about yourself—who are you?” They have no idea about who they are, what their strengths are, and how they can add value to the company. They present their CV’s believing that their CV is the key to their career success. In some ways, your CV still has its use. However, in today’s job market, you need more than a CV to stand out in a crowd.

According to Celinne Da Costa:[1]

“Personal brand is essentially your golden ticket to networking with the right people, getting hired for a dream job, or building an influential business.” She believes that “a strong personal brand allows you to stand out in an oversaturated marketplace by exposing desired audiences to your vision, skillset, and personality in a way that is strategically aligned with your career goals.”

A personal brand opens up your world to so many more career opportunities that you would never have been exposed to with just your CV.

What Is Your Personal Brand?

“Personal branding is how you distinctively market your uniqueness.” —Bernard Kelvin Clive

Today, the job market is very competitive and tough. Having a great CV will only let you go so far because everyone has a CV, but no one else has your distinct personal brand! It is your personal brand that differentiates you from everyone else and that is what people buy—you.

Your personal brand is your mark on the world. It is how people you interact with and the world see you. It is your legacy—it is more important than a business brand because your personal brand lasts forever.

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I have coached people who have very successful careers, and they come to me because they have suddenly found that they are not getting the opportunities or having the conversations that would them to their next role. They are having what I call a “career meltdown,” all because they have no personal brand.

A personal brand helps you become conscious of your differences and your uniqueness. It allows you to position yourself in a way that makes you stand out from the pack, especially among other potential job applicants.

Don’t get me wrong, having a great CV and a great LinkedIn profile is important. However, there are a few steps that you have to take to have a CV and LinkedIn profile that is aligned to who you are, the value you offer to the market, and the personal guarantee that you deliver results.

Building your personal brand is about strategically, creatively, and professionally presenting what makes you, you. Knowing who you are and the value you bring to the table enables you to be more informed, agile, and adaptable to the changing dynamic world of work. This is how you can avoid having a series of career meltdowns.

Your Personal Brand Is Essential for Your Career Success

In her article, Why Personal Branding Is More Important Than Ever, Caroline Castrillon outlines key reasons why a personal brand is essential for career success.

According to Castrillon,[2]

“One reason is that it is more popular for recruiters to use social media during the interview process. According to a 2018 CareerBuilder survey, 70% of employers use social media to screen candidates during the hiring process, and 43% of employers use social media to check on current employees.”

The first thing I do as a recruiter when I want to check out a candidate or coaching client is to look them up on LinkedIn or other social media platforms, such as Facebook, Instagram, and Twitter. Your digital footprint is the window that highlights to the world who you are. When you have no control over how you want to be seen, you are making a big mistake because you are leaving it up to someone else to make a judgment for you as to who you are.

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As Jeff Bezos, the founder of Amazon, once said, “Your brand is what people say about you when you are not in the room.”

In her book, Becoming, Michelle Obama writes about the importance of having a personal brand and her journey to defining her personal brand. She wrote that:

“if you don’t get out there and define yourself, you’ll be quickly and inaccurately defined by others.”

When you have a personal brand, you are in control. You know exactly what people will say about you when you leave the room.

The magic of a personal brand is that gives you control over how you want to be seen in the world. Your confidence and self-belief enable you to leverage opportunities and make informed decisions about your career and your future. You no longer experience the frustrations of a career meltdown or being at a crossroads not knowing what to do next with your career or your life. With a personal brand, you have focus, clarity, and a strategy to move forward toward future success.

Creating your personal brand does not happen overnight. It takes a lot of work and self-reflection. You will be expected to step outside of your comfort zone not once, but many times.

The good news is that the more time you spend outside of your comfort zone, the more you will like being there. Being outside of your comfort zone is where you can test the viability of and fine-tune your personal brand.

5 Key Steps to Creating Your Personal Brand

These five steps will help you create a personal brand that will deliver you the results you desire with your career and in life.

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1. Set Your Personal Goals

What is it that you want to do in the next five years? What will your future self be doing in the next five to ten years? What is important to you? If you can answer these questions, then you are on the right path. If not, then you have to start thinking about them.

2. Create Your Unique Value Proposition

Create your unique value proposition by asking yourself these four questions:

  1. What are your personality features? What benefit do you offer people?
  2. Who are you and why do people enjoy working with you?
  3. What do you do and what do people want you to do for them? How do you solve their problems?
  4. What makes you different from others like you?

The answers to these questions will give you the information you need to create your professional story, which is the key step to creating your personal brand.

3. Write Your Professional Story

Knowing who you are, what you want, and the unique value you offer is essential to you creating your professional story. People remember stories. Your personal story incorporates your value proposition and tells people who you are and what makes you unique. This is what people will remember about you.

4. Determine Which Platforms Will Support Your Personal Brand

Decide which social media accounts and online platforms will best represent your brand and allow you to share your voice. In a professional capacity, having a LinkedIn profile and a CV that reflects your brand is key to your positioning in relation to role opportunities. People will be connecting with you because they will like the story you are telling.

5. Become Recognized for Sharing Your Knowledge and Expertise

A great way for you to promote yourself is by sharing knowledge and helping others. This is where you prove you know your stuff and you gain exposure for doing so. You can do this through social media, writing, commenting, video, joining professional groups, networking, etc. Find your own style and uniqueness and use it to attract clients, the opportunities, or the jobs you desire.

The importance of having a personal brand is not going to go away. In fact, it is the only way where you can stand out and be unique in a complex changing world of work. If you don’t have a personal brand, someone will do it for you. If you let this happen, you have no control and you may not like the story they create.

Standing out from others takes time and investment. Most people cannot make the change by themselves, and this is where engaging a personal brand coach is a viable option to consider.

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As a personal brand coach, working with my clients to create their personal brand is my passion. I love the fact that we can work together to create a personal story that defines exactly what people will say when you leave the room.

Other People’s Stories

Listening to other people’s stories is a great way to learn. In his article, 7 TED Talks About Personal Branding, Rafael Dos Santos presents the best Ted Talks where speakers share their stories about the “why,” “what,” and “how” of personal branding.((GuidedPR: 7 TED Talks About Personal Branding))

Take some time out to listen to these speakers sharing their stories and thoughts about personal branding. You will definitely learn so much about how you can start your journey of defining yourself and taking control of your professional and personal life.

Your personal brand, without a doubt, is your secret weapon to your career success. As Michelle Obama said,

“your story is what you have, what you will always have. It is something to own.”

So, go own your story. Go on the journey to create your personal brand that defines who you are, highlights your uniqueness, and the value you offer to the world.

Featured photo credit: Austin Distel via unsplash.com

Reference

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