Ever meet someone and they just rub you the wrong way?
What if you have to sell to them…. Awkward.
Sometimes you have to sell to people you don’t like, so in this article I’ll give you some ideas on How To Sell To People You Don’t Like. Of course the opposite may be true as well… your prospect may not particularly like you… In that case, it’s much more difficult to be able to sell, not impossible but definitely more difficult. That’s because you aren’t in control of that feeling.
This is so very typical with a lot of the clients that I work with because they are introverts, and they’re not naturally “people people” and that’s okay.
Why some don’t overcome
Some sales people are used to taking phone calls and filling orders well, that’s not selling… that’s order taking. And it doesn’t really matter if people like you or not!
The Process of Rapport
I’m sure some extroverts cringe at that headline… Process of Rapport… no way, you have it or don’t. I 100% disagree… it’s a process and anyone can learn it!.
I like people, but I don’t always know what to do when I first meet people because I’m not naturally extroverted. That is why I always had a little script of ways to introduce myself and to ask a few questions to start the conversation going.
Let’ face it, Rapport Building is the make or break in any sales situation.
If the prospect doesn’t like you, they’re not going to trust you and they certainly won’t buy from you.
You must always, always, always build rapport. Here’s a simple checklist for building rapport and selling to people you don’t like:
Start With a Smile… This works on the phone too, not just in person. Always Smile
A smile is contagious as well, it gets them to smile and puts them in a better mood. Every time we smile, we feel better about ourselves and about the other person that just smiled at us. So, try this as a little experiment, walk down the street and just start smiling to strangers along the way and see what happens.
They will smile back at you or they might say, “Hi” or some type of interaction… make eye contact and smile.
Start with small talk. I covered this in another video and to blog #8 So I won’t go into great detail here, but ask a question about the weather, traffic, or sports. Something anyone can relate to.
Ask a question about them: People love talking about themselves. Ask about their last vacation, this always gets people talking. Avoid the urge to tell about your won great vacation to the same spot.
So, your homework this week is to go out in a crowded place, walk down the street, start to smile at people, make eye contact, smile with them and see what happens.
When talking on the phone to a prospect SMILE first before picking up the phone.
Then ask a couple of questions to warm them up. Even if you don’t like them or don’t have “chemistry” this will often times break the ice … who knows, maybe you will actually enjoy meeting this person!
Hope these nuggets of wisdom are helping you out in your sales process. Certainly let me know, comment below.
Want to speak with me about your business and get actionable advice? Then Schedule a 30 minute impact call. http://www.TomJackobs.com/impact
