Are You The Customers 1st Choice ?

John started telling his joke at a recent Toastmasters meeting , it occurred to me I remembered hearing this same joke the week before. John fumbled the punch line and we all laughed. He started over , nailed it the second time and we  all laughed again. Yet, when I heard this joke in my office delivered from a visiting salesman the week before, I did not laugh at all. Why?

On the hour ride home after the Toastmasters meeting I pondered why would I laugh when John screwed the joke up but not when the visiting salesman told it. Was it from the way the joke was presented to me? John had messed the joke up and then got it right and we all laughed both times. The salesman presented the joke correctly but I did not laugh at all. It was not then, in the presentation of the joke, but in who was presenting it. When I started thinking about this visiting salesperson, I asked myself what were my thoughts about him.

This salesperson is pushy, has been caught lying to me, offers me no real value yet always says he can beat everyone else's prices. He shows up without an appointment and has never helped me with anything. I only buy form him when I cannot find the product  I need from other suppliers. He is my last choice.

Where my toastmasters friend John is, honest, kind, thoughtful ,helpful and trustworthy. He has filled in for me at numerous Toastmasters meetings when I could not attend and offered me advice and compliments after my Toastmaster speeches. John is trustworthy and considered a friend. That is why we all laughed at Johns joke. We all like and trust John.

What about you and your salespeople? It amazes me when I enter a place of business and the salespeople start a sales pitch before they even know why I am there. Are you and your sales  people working on building personal qualities that make you likeable and trustworthy to the customer? People buy from those they like and trust. If your potential customer does not like and trust you, the conversation will go directly to price. Is this where you want your business to be? What loyalty, repeat business and profits will you gain from the lowest price? 

What is the biggest reason people do not like or believe politicians?

 Because of a lack of trust in these politicians.

What is the biggest reason people do not like or believe salespeople?

If you wish to be the first choice in a customer's mind you need to train yourself and your salespeople to be the trustworthy in everything that is said and done. In the game of sales there is no prize for second place.

Think about the people you do business with , lawyers, doctors, financial advisors, mechanics and plumbers. Do you trust them? Trust will be a huge advantage for you.

The most successful salespeople are liked and trusted by their customers.