Commission Sales Etiquette
Tuesday, 23 September 2014 - 11:12 | Views - 3,179
Being a commission salesperson is a difficult way to make a living, but it can be quite lucrative for someone who is good with people and is willing to work hard. If you earn your income by making sales, you know that a bad misstep can ruin a chance for bringing home the check. However, you have to be aggressive to some degree, or you'll miss out on opportunities to make sales. This can be a difficult etiquette scale to balance.
Here are some tips on how to maintain good manners while making a living as a salesperson:
Care about your image.Dress appropriately for the industry you are in and the products you sell. Make sure you are clean and well groomed. Before you walk out the door to go to work, look in the mirror and determine whether or not you look like someone you'd want to do business with.
Listen and address needs.One of the things that annoy me when I encounter some salespeople is when they try to sell me something I don't need or will never be in the market for. Some of them assume they know what I'm there for, while others interrupt me as I try to explain what I'm looking for. Needs based salespeople give me the feeling that they care about what I want, and it's their job to help me get whatever it is. These are the people I'll do business with over and over.
Don't profile your customers. Salespeople who treat women different from men or when they act like someone over a certain age doesn't know a thing about computers bother me, and I'm not likely to buy what they're selling. You might be surprised to discover that the person who walked into your place of business wearing jeans and a T-shirt is a successful businessman in his own right.
Get to know the customer.Hold a conversation with the prospects to find out more about them. This is common courtesy that shows empathy and a caring nature.
Don't try to be the customer's best friend.While you need to get to know the customer, also know where to draw the line. I've been annoyed by salesmen who pretend we've known each other all our lives. They've given me cutesy nicknames, told me supposed secrets, repeated jokes that made me blush, and said more than I want to know about their personal lives. Please keep the relationship professional.
Be truthful.Never misrepresent anything you are trying to sell. Lying about your product will only come back to haunt you later. As soon as I find out a salesperson has lied to me about anything during the presentation, I decide immediately that I will never do business with him.
Don't make unrealistic promises.If you can't deliver something on a certain date, don't pretend that you can. Let the customer know when you can have the product and offer to find a solution if that is a problem. Making unrealistic promises will break down all trust that you need to build a strong customer base.
Speak respectfully to the person who asks the question.Never talk down to someone when asked a question. A well-answered question is one step closer to a sale.
Be flexible.If you can see that you're going in a direction with your sales explanation that the customer doesn't understand, try a different approach. Or if your customer seems uncomfortable with your sales tactics, be ready to change your strategy. Remember that someone who needs transportation to commute to the office will have different car buying needs from someone who carpools with other parents.
Learn from your mistakes.Any time you deal with the public, you put yourself in a position of vulnerability to your own words and actions. You're likely to occasionally say the wrong thing or act in a way you later regret. If possible, apologize to the customer and don't ever make that mistake again.
Don't pressure your friends.Your pals may want to buy from you, but never apply pressure. That's a sure way to have them running the other way when they see you coming. Make sure your friends know that you don't expect anything from them other than friendship.