18/01/2022
𝗜𝘀 𝗕𝘂𝘀𝗶𝗻𝗲𝘀𝘀 𝗬𝗼𝘂𝗿 𝗢𝗯𝘀𝗲𝘀𝘀𝗶𝗼𝗻 𝗼𝗿 𝗣𝗮𝘀𝘀𝗶𝗼𝗻?
Being in the Business sector, I am exposed to different personalities every day. Out of which, I'll be talking about two particular types of people as per my own experience & understanding. So there are two kinds of sales-oriented individuals: one operates obsessively while the other does so passionately. Not that I'm labeling them strictly & confining them into a box but, if we look at their dealings closely, you'll understand what I'm trying to say.
Most of their patterns are repetitive. As humans, we seek comfort in the familiar & if something that we do repeatedly works for us, it tends to become habitual, often unconsciously. Both these personality types look & sound the same but, there's a thin line in between which separates them. I'm not here to pinpoint which one's good or bad. It is up to you to explore, understand & make sense.
Obsessive Business Folks are passionate too but quite distinctively. They consistently talk about business all the time & they may also be successful in what they do. They come across as very pushy in the language that they use & the behavior they exhibit. Often using statements like- You should use this/if you don't use this then/you have to start. Their behavior comes across as forcing & judgemental. They strongly pinpoint differences in our prospective client's approaches & outlooks. The funny yet sad part is that they keep pushing their products to everyone irrespective of someone's interest in buying.
They lack strategic presence as they often do not listen attentively to prospective buyers & are focused on sharing the benefits of their product haphazardly & aimlessly. They point out the shortcomings in others to pitch & sell their products.
They are over-driven by the idea of selling. The intention might be to help the buyer but, instead of helping buy, they are focused on making people buy. They can be repetitive & monotonous in their business approach. I secretly call them mindless robots.
Sometimes, this obsessive behavior looks needy & desperate & hence it's not quite welcoming for a prospective client.
Now, let's understand how Passionate Business Folks behave.
They create awareness about their products & services & state benefits of how it has helped them personally & also many others. They are consistent in sharing knowledge about what they are offering in a very natural & consistent way.
They listen to the prospective buyer attentively, ask mindful questions & gain enough information to come up with the right product to sell & provide valuable inputs.
They sound natural & genuine when they talk about their products, engaging with customers thoughtfully & empathetically without pinpointing issues in the prospective client's approach or taste. They speak in a way that creates the importance of their products rather than focusing on direct selling. They don't need to create urgency merely using the right words or body language. Instead, they offer deals that are lucrative yet time-bound for quick conversions. They build a rapport with the prospective customer to inculcate a sense of trust between the two.
They keep learning & updating their knowledge in their particular domain & often come up with creative ideas to scale up their business.
They are strategic negotiators & create a win-win situation for both parties.
They learn from every meeting & presentation & also from the objections that people raise & from their mistakes. They are flexible & ready to change their approach to reach the desired goals.
So, what does your experience say? Have you come across these patterns? How do you behave unconsciously during your Sales meeting? What is the effect of your behavior on Prospective clients and what’s the outcome for you, generally or most of the time?
𝑵𝒐 𝒎𝒂𝒕𝒕𝒆𝒓 𝒘𝒉𝒊𝒄𝒉 𝒕𝒚𝒑𝒆 𝒐𝒇 𝒃𝒖𝒔𝒊𝒏𝒆𝒔𝒔 𝒑𝒆𝒓𝒔𝒐𝒏𝒂𝒍𝒊𝒕𝒚 𝒚𝒐𝒖 𝒊𝒅𝒆𝒏𝒕𝒊𝒇𝒚 𝒘𝒊𝒕𝒉, 𝑰'𝒎 𝒉𝒆𝒓𝒆 𝒕𝒐 𝒈𝒖𝒊𝒅𝒆 𝒚𝒐𝒖 𝒕𝒉𝒓𝒐𝒖𝒈𝒉 & 𝒉𝒆𝒍𝒑 𝒃𝒖𝒊𝒍𝒅 𝒚𝒐𝒖𝒓 𝒃𝒖𝒔𝒊𝒏𝒆𝒔𝒔 𝒎𝒂𝒏𝒊𝒇𝒐𝒍𝒅𝒔 𝒖𝒔𝒊𝒏𝒈 𝑵𝑳𝑷. 𝑫𝒐 𝒇𝒊𝒍𝒍 𝒕𝒉𝒊𝒔 𝒇𝒐𝒓𝒎 𝒎𝒆𝒏𝒕𝒊𝒐𝒏𝒆𝒅 𝒊𝒏 𝒕𝒉𝒆 𝒄𝒐𝒎𝒎𝒆𝒏𝒕 𝒃𝒐𝒙 & 𝒃𝒐𝒐𝒌 𝒂𝒏 𝒊𝒏𝒒𝒖𝒊𝒓𝒚 𝒘𝒊𝒕𝒉 𝒎𝒆 𝒓𝒊𝒈𝒉𝒕 𝒂𝒘𝒂𝒚.
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