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Common Questions and Answers
Anyone can sell if the price is cheap enough or if what is being sold is something people can’t live without. However, for the vast majority of us, neither of these luxuries are part of the scenario in our sales strategy.
The difficulty of selling is compounded by the fact that most customers have a wide range of options available to them regarding what they can buy. Therefore, in order to close the sale, it becomes necessary for us to stand out from other salespeople.
A powerful sales tool that many of us overlook is our personality. It positively and negatively influences far more sales than we will ever admit to. I firmly believe that you should use your personality to impact every sales call.
“CPP” is a concept I often teach to sales groups. It stands for “Confidently Passionate Personality” and it means to use your personality with a level of passion and confidence that allows the customer to believe you are genuinely interested in them and their success. Although it’s not rocket science, it is a critical idea that is often neglected and is very useful in helping you gain sales over your competition.
Note that in order to successfully use your personality on a sales call, you have to be confident in how you can help your customers. Unfortunately, many salespeople are simply confident in what they’re selling, not in their ability. There’s a big difference. It’s not that it’s wrong to be confident in what you are selling, but if you put more emphasis on your products or services than on your customers, then you are not selling to your full potential.
This misunderstanding eliminates a large number of salespeople from being able to use their personality to positively influence their ability to close. Confidence should not come across as manipulation or arrogance. I’m sure we all know salespeople who have infectious personalities and use them to bulldoze their way through with customers. On the surface, they’re very successful, at least for the short term.
However, those who have a manipulative personality will lull themselves into a false sense of security when, in reality, they’re destroying their long-term sales potential.
They don’t jump at the person’s first comment and try to close the deal. Their genuine interest helps expose the underlying needs that the customer may otherwise not be willing to share. Confident salespeople believe so strongly in themselves and their ability to help that they’re not concerned with making a quick sale.
Rather, they want to make a great sale, which is usually much bigger and more profitable than a quick one.
Furthermore, when you’re genuinely confident in yourself as a salesperson and how you can help people, it’s impossible to keep from showing your passion. The word “passion” is usually heard in the context of someone being passionately in love with another person. This is not what I’m talking about.
The “passion” to which I am referring is showing genuine care and concern for helping the customer. This means that you’re willing to not only take interest in what they are telling you, but to also dig deeper, even if it takes you down a line of questioning you had not planned on.
The true test in demonstrating passion toward a customer is if after you’ve determined their needs and discovered that they are not in line with what you are selling, you would be willing to refer them to someone else. That’s passion! Yes, it may mean giving up a sale, but I guarantee that if you truly are passionate toward your customers, you’ll end up with far more sales in the long-run than the person who is not.
Attractive personalities do not get easily upset with issues, are willing to help find solutions, and are optimistic. They are inviting rather than exclusive, and they cause others to willingly share openly.
To determine your level of confidence, ask yourself the following two questions.
Do customers call you for information that goes beyond what you sell?
Do customers willingly refer you to others?
Although they are simple questions, the responses they elicit can quickly tell you if your personality is confident, but not arrogant.
Having a CPP — “Confidently Passionate Personality” — is not something every salesperson can achieve. However, for the vast majority, it is attainable if they’re willing to show genuine interest in their customers. The questions they ask and the service they provide will allow their personalities to be the effective sales tool that differs from their competition.
About the author
Mark Hunter, The Sales Hunter, is a consultative selling expert committed to helping individuals and companies identify better prospects, close more sales, and profitably build more long-term customer relationships. He is also author of “High-Profit Selling: Win the Sale Without Compromising on Price.”