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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

More by this author

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 March 31, 2020

How to Use Visual Learning to Work More Effectively

How to Use Visual Learning to Work More Effectively

Knowledge is essential to become successful in life, your career and your business. Without learning new concepts and becoming proficient in our craft, we cannot excel in our chosen careers or archive knowledge to pass down to the next generation.

But content comes in various forms, and because how we learn influences how much we know, we need to talk about learning styles. This article will focus on how to utilize visual learning to boost your career or business.

The Importance of Knowing Your Learning Style

Knowing your learning style enables you to process new information to the best of your ability. Not only does it reduce your learning curve, you’re able to communicate these same concepts to others effectively.

But it all starts when you’re able to first identify the best way you learn.

As a college student, I soon figured out that taking online courses without visual aids or having an instructor in front of me led to poor retention of concepts.

Sure, I got good grades and performed excellently in my online exams. However. I discovered that I couldn’t maintain this performance level because I forgot 80 percent of the course content by the end of the semester.

There are several types of learning styles known to mankind. To give an idea of how visual learning stacks up against other learning styles, here’s a brief mention of some of the different types of learning styles we have.

The four most popular types of learning styles are:

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  • Visual learning style (what this article talks about).
  • Aural or auditory learning style (learning by listening to information presented).
  • Verbal or linguistic learning style (learning that involves speech and writing).
  • Tactile learning style (learning by touching and doing)

But for the purposes of this article, we will be focusing on using visual learning to boost your career or business.

How to Know If You’re a Visual Learner?

When it comes to boosting your career, business (or education), a visual learner is one who would most definitely choose shapes, images, symbols, or reading over auditory messages.

I’m talking about preferring to read an actual map when navigating to a new place over listening to verbal directions. I’m talking about discovering that you actually have trouble remembering what your manager said at the meeting because there were no graphs or illustrations to support the points raised.

Most people who struggle with learning probably aren’t leveraging their best learning styles. The earlier you identify how your learning style can boost your success, the less struggle you will encounter with processing new information throughout your career.

However, visual learning in particular CAN 10x your career or business whether it is your preferred learning style or not. And here’s why:

Several studies have arrived at the conclusion that the brain retains more information with the help of visual aids. In other words, images are directly processed by our long-term memory which helps us store information for longer periods of time.[1]

While some lessons can be performed orally, several concepts can only make sense if you have an image with an explanation of sequences (i.e learning about the human DNA).

Visual learning does use a different part of the brain and visual cues are processed by the part of the brain known as the occipital lobe.

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By engaging more parts of the brain during learning, you’re able to have a fuller understanding of concepts and facilitate better interaction with your immediate environment.

How to Use Visual Learning for Success

Here’re 4 ways to use visual learning to boost your career or business:

1. Bring back the to-do list. Then add shapes and colors to boost productivity.

We live in an age where computers have taken over virtually every aspect of productivity and most human functions. But written lists are making a comeback, and with an endless number of important tasks to complete, having a to-do list of tasks in order of importance can improve your productivity.

While coming up with a list is initially challenging, adding colors and shapes to written lists that you personally write and manage gives you an extra layer of assurance and boosts aids recall so that you actually get stuff done.

I have tried this technique in my work as a registered nurse and discovered that adding shapes and colors to to-do lists helps me delegate tasks, recognize where more work is needed, and makes it easy to cross off completed tasks at the end of the day.

2. Add graphs, charts and symbols to your reports.

Yes, it seems like more work cut out for you. However, graphs enable you monitor the heartbeat of your business.

Graphs and charts help you trend your finances, budget, and pretty much any data overtime. With the help of free and premium software available on the market, it has become easier to take plain data and in a matter of seconds, have relevant information displayed in different shapes and images.

As an entrepreneur, you can make predictions and allocate funds wisely when you’re able to see whether your efforts are rewarded. You can use colors and charts to delegate actions to members of your team and track performance at the same time.

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And when broken down into monthly, quarterly, bi-annual or annual goals, graphs and charts communicate what ordinary text cannot.

3. Effectively brainstorm with mind-mapping.

Mind-mapping is not new but I don’t think it’s been talked about as often as we do to-do lists.

With mind mapping, you’re organizing information accurately and drawing relationships between concepts and pieces from a whole.

Think of a mind map as a tree with several branches. For example, the tree can symbolize healthcare while each branch stands for nursing, medicine, laboratory science, and so on. When you look at nursing, you can further branch out into types of nursing; pediatric, women’s health, critical care, and so on.

It’s an interesting relationship; the more ideas you’re able to come up with for your chosen subject, the deeper you get and the stronger the association.

Mind maps really show you relationships between subjects and topics, and simplifies processes that might seem complicated at first glance. In a way, it is like a graphical representation of facts presented in a simple, visual format.

Mind mapping isn’t only limited to career professionals; business owners can benefit from mind mapping by organizing their online learning activities and breaking down complex tasks into simple actions so that you can accurately measure productivity.

4. Add video streaming to meetings.

What if you could double the productivity of your team members by video streaming your meetings or adding flash animation to your presentation at the same time?

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When you offer video as an alternative method of processing information to colleagues, there is a greater chance of retaining information because we recreate these stories into images in our minds.

For organizations that hold virtual meetings, it can also be an effective way to enhance performance during if people can see their colleagues in addition to flash animation or whatever form of video is provided during the meeting.

Is Visual Learning Better Than Other Learning Styles?

No, that is not the point. The goal here is to supplement your existing dominant learning style with visual learning so that you can experience a significant boost in how you process and use everyday information.

You might discover that understanding scientific concepts are much easier after incorporating visual learning or that you’re able to understand your organization’s value when projected on a visual screen with charts and graphs.

The overall goal is to always be learning and to continue to leverage visual learning style in your career and business.

More About Learning Styles

Featured photo credit: Unsplash via unsplash.com

Reference

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