Sales guru Mark Hunter runs the website www.TheSalesHunter.com, and in this blog entry he suggests looking into the mirror to examine what kind of face you are putting forth to your customers every day.
“The way your customer responds to you is a direct reflection of how you respond to them. Recently, I was having dinner with a gentleman who has one of the neatest job one could have. He works in the press box for the Atlanta Braves.
This means he gets to hang out with every major broadcaster, sports commentator and sports writer in the baseball world. He shared how in just a few minutes, he can turn a person who’s having a difficult day and big ego into a raving fan of his by just being who he is. He laughed about how the way he handles himself spreads to others in the press box.
Take a moment and think about how you are seen by your customers. I’m a firm believer who we are and how we act rubs off on those we come in contact with.
A great way to see this is by watching people on a Southwest Airlines flight. Notice how much amiable they tend to be compared to passengers on other airlines? It’s simple. The type of people Southwest hires are those who have engaging personalities. This personality is on display each time you board a plane and amazingly it rubs off on passengers.
It might be time to ask ourselves if the “bad” customer we have is a reflection of how we may appear to them. Yes, this is harsh, but in 20 years of consulting, I’ve had a chance to work with hundreds of companies and thousands of salespeople.
One thing I’ve found to always be true is that companies and salespeople that operate as jerks wind up with customers who are jerks. Conversely, companies with great cultures and salespeople have great customers.
The best solution I’ve found comes down to two things. One, view life as one of abundance and not one of scarcity. Two, always look for the good in others. The change you want to see in others must first occur in you.”
Mark Hunter, The Sales Hunter, is author of “High-Profit Selling: Win the Sale Without Compromising on Price.” He is a consultative selling expert committed to helping individuals and companies identify better prospects and close more profitable sales. To get a free weekly sales tip, visit www.TheSalesHunter.com.
If you’d like to watch a short video where Mark addresses the above topic a little further, click HERE.