Author: David Matney

When it comes to sales, there’s a lot of talk about strategies, closing techniques, and mastering the pitch. But one thing that often flies under the radar is building rapport. It’s not just a nice-to-have; it’s a game-changer. Building rapport with prospects is about more than breaking the ice—it’s the key to creating lasting, meaningful relationships that lead to long-term success. I’ve seen this first hand in over a decade in sales. Sellers who intentionally build strong rapport with their prospects are always more successful.

Why Building Rapport is Crucial

Building rapport is all about creating a real connection, grounded in trust and mutual respect. When you’ve got that, everything else tends to fall into place. Clients are more open, more willing to share their challenges, and far more likely to trust your insights and recommendations.

You’ve probably heard the saying, “People buy from people they like.” It’s true—rapport isn’t just a “nice touch” to the sales process; it’s often the factor that tips the scale in your favor.

In a world where business owners can do their own research and easily compare options, simply offering a great product or service won’t always cut it. To stand out, you need to be seen as a trusted advisor, someone who brings value and solutions beyond just the sale.

So, how do you build that kind of rapport? Let’s dive into some proven, actionable strategies.

How to Build Rapport in Sales

1. Make a Strong First Impression – Your first interaction sets the tone for everything that follows. Be warm, approachable, and positive. It’ll make it easier to build trust from the outset.
2. Use Their Name, Throughout – There’s something powerful about hearing your own name. Use your client’s name in conversation—it’s a simple, yet effective way to show that you see them as an individual, not just another lead.
3. Be Genuine – People can tell when you’re being authentic. Don’t try to be someone you’re not—just be yourself. Authenticity breeds trust, and that’s where real rapport begins.
4. Find Common Ground – People like to do business with those they can relate to. Whether it’s a shared interest, background, or even a mutual business goal, finding common ground helps to build a strong, personal connection.
5. Ask Open-Ended Questions – Avoid questions that just get a “yes” or “no.” Open-ended questions encourage clients to share their thoughts, challenges, and goals, which helps you connect on a deeper level.
6. Listen More Than You Talk – One of the quickest ways to build rapport is simply by listening. Prospects want to feel heard and understood. The more you listen, the better you’ll grasp their needs, and the stronger your connection will be.
7. Create Value Early – Don’t wait until the close to show your value. Offer insights, solutions, or even just helpful advice from the very first conversation. Prove that you’re there to help, not just sell.
8. Stay in Touch – Building rapport doesn’t stop after the first meeting. Follow up, check in, and keep the relationship going. Even after a sale, staying connected shows that you care about more than just the transaction.

Building rapport isn’t a fancy trick or a step in the sales script—it’s about being human and forming genuine connections. The better your rapport, the more trust you’ll earn, and the smoother your sales process will become.

Remember, people want to do business with those they trust, like, and respect.

So, next time you’re in a conversation with a potential customer, focus on connecting first. Rapport-building doesn’t take long, but its effects can last a lifetime in your sales relationships.

Happy Selling,

David

It’s easy to fall into the trap of treating every prospect meeting as an opportunity to present, showcase, and impress. But here’s a hard truth: if you walk into a presentation with a single-minded focus on dazzling your prospect with what you have to say and neglect to listen, you’ve likely already lost the sale. True sales success is not about performing for your prospect but about understanding them—and that starts with proactive listening.

Listening as a Strategic Advantage

Sales isn’t just about what you offer; it’s about connecting solutions to real, tangible needs. No matter how advanced, polished, or innovative your solution is, it will only resonate if it’s relevant. This relevance can only be uncovered through the practice of deeply listening to your prospect. What challenges are they currently facing? Why did they take this meeting? What does success look like from their perspective? Without actively listening, these critical questions go unanswered, and the opportunity to tailor your message to their reality slips away.

Proactive listening is not a passive skill but a strategic advantage. It’s the foundation upon which trust and credibility are built, helping prospects see you not just as a vendor but as a partner who genuinely cares about their success.

The Pitfall of the “Showtime” Approach

Imagine walking into a meeting, armed with an impressive deck and a well-rehearsed pitch. You hit every talking point, every feature, and benefit, dazzling the room with what your solution can do. But amidst this “showtime” performance, the prospect sits silently, watching but not engaging. When the meeting ends, they thank you politely but leave without any real connection to your product.

The mistake? You failed to ask why they wanted this meeting in the first place. Maybe they were hoping for a specific solution to a complex problem, or they were interested in understanding how your product aligns with their unique objectives. Instead, they received a one-size-fits-all presentation that spoke more to your enthusiasm than to their needs. The result is often a lost sale or a lukewarm follow-up at best.

Discovering the “Why”

The question, “Why did you take this meeting?” should be at the forefront of any sales conversation. This seemingly simple question opens the door to uncovering their motivations, objectives, and concerns. It’s an opportunity to validate your understanding and, more importantly, to course-correct if there’s a mismatch.

Active listening reveals the context behind their “why”—the pressures they’re facing, the changes they’re seeking, and the benchmarks they’re held to. When you lead with this approach, your presentation transforms from a monologue into a dialogue, fostering a collaborative atmosphere that lets the prospect feel heard and understood.

Shifting the Focus to Them, Not You

A sales presentation should not be a platform for you to display all the knowledge you possess; rather, it’s a strategic touchpoint where you can understand the customer’s pain points and explore how you can add value. By focusing on listening, you make the meeting about the customer and not about your product.

Techniques for Effective Proactive Listening

• Start with Open-Ended Questions: Encourage prospects to share freely by beginning with open-ended questions that allow them to elaborate on their needs.
• Mirror and Clarify: Reflect back what you hear to ensure accuracy and give the prospect a chance to correct or expand on their thoughts. This demonstrates attentiveness and prevents misunderstandings.
• Control the Impulse to Pitch: It’s natural to want to jump in with a solution as soon as you see an opening. Resist the urge. Allow the conversation to flow and only introduce your solution when you’re confident it directly addresses what they’ve shared.
• Take Notes and Follow Up: Documenting key points shows that you value their input and serves as a useful reference for tailoring your next interaction.

Winning the Sale through Empathy and Insight

Empathy is a powerful sales tool, and it starts with listening. When you actively listen, you gain insight into not only what the customer wants but also why it matters to them. This understanding allows you to align your solutions more closely with their vision of success. The prospect feels valued and sees you as an ally rather than as a vendor with a self-serving agenda.

In sales, proactive listening is often the difference between closing a deal and losing an opportunity.

Remember, it’s not about delivering a flawless presentation—it’s about connecting, understanding, and aligning with the prospect’s goals. If you enter a meeting intent on listening first, you’ll position yourself as a trusted advisor who is focused on their success, not just yours. And that, ultimately, is what wins deals.

Happy Selling,

David

You’ve talked about having great success for a long time. You know that it takes a commitment, but for some reason, you have been procrastinating.

Well, today, I am talking to you. This is your sign to start today. There are all kinds of excuses that we could make. Perhaps some of these sound familiar…” I’m not ready… I don’t have the time… I’ll get around to it when things are going smoother in my life… What happens if I fail…. Etc., etc., etc. We can all come up with a million excuses of why we shouldn’t start today.

The truth is, whenever you begin something new, you will have fear and you will go through failure. It’s important to understand that but do it anyway. Taking the first step is the most difficult part. The scariest part of starting something new is right BEFORE you begin. Once you get past that scary part, nothing is going to stop you!

Every individual that has achieved success went through these emotions. They were scared, but they did it anyway. They knew that there were risks involved, but they did it anyway. In the beginning, there were a lot of naysayers, but they did not listen to them. They started anyway. To have success, you must start right now.

Once you begin, you must stay consistent. You will have times when you think it Is too difficult, but you must dig deep into yourself and find the motivation to keep going. Discipline is also part of the process. Once you master discipline, success is inevitable. Make a schedule and get into a routine and put in the work that it’s going to take for you to have success. The pain of discipline is much less than the pain of regret.

Start to visualize what your next year will look like if you begin your success journey right now. In the beginning, you may feel you haven’t accomplished much, but after about a month, you will have created a habit of success. As time goes on, you will find that you’re gaining traction and momentum. Next year, you will look back on this day, and you will realize that it was worth it. You will wish that you started earlier.

Most people do not start because they are afraid of failure. The important thing to understand is that you WILL fail. Everyone fails. This is the only way that you learn and begin to grow. The dream that you’ve been wishing for will come from starting today.

The time is now to set yourself up for success. Tell yourself that now is the time to start working on your dream. Make the commitment and just begin right now. A year from now, you will be grateful that you did. No more procrastinating and no more excuses.

There is no better time than right now. Start right now and start right where you are at.

Your future looks amazing!

Happy Selling,

David

In the world of sales, confidence is your secret weapon. Picture yourself as a sales warrior, fearlessly conquering the battlefield of deals and negotiations.

To achieve this, you need an unwavering belief in yourself and your product. Fear has no place in the hearts of successful salespeople.

In today’s post, we’ll explore the top Ten Tips to help you become a fearless salesperson and build unshakeable confidence.

From the home office in Dickshooter, Idaho, Here are the

Top 10 Tips to Become Fearless!

First, let’s start by looking at what makes salespeople LOSE confidence…

Salespeople can lose confidence in their sales role for various reasons. Here are five common factors that can erode a salesperson’s confidence:

1. Rejection and Failure: Sales is a profession where rejection and failure are part of the daily routine. Constantly hearing “no” or facing sales objections can wear down a salesperson’s confidence over time. Repeated setbacks can make them doubt their abilities and question their career choice.
2. Inconsistent Results: In sales, success can be inconsistent. Salespeople may experience periods of high achievement followed by dry spells. These fluctuations in performance can lead to self-doubt, as they struggle to understand why they can’t consistently replicate their successes.
3. Lack of Training and Support: Salespeople who don’t receive adequate training or support from their organization may feel ill-equipped to handle the challenges of their role. A lack of knowledge, tools, or guidance can lead to feelings of insecurity and decreased confidence.
4. Competitive Pressure: The competitive nature of the sales industry can be overwhelming. Salespeople often face intense competition from colleagues, rival companies, and market dynamics. The pressure to outperform others can create stress and self-doubt, affecting their confidence.
5. Changing Market Conditions: Sales success is closely tied to market conditions. Shifts in customer preferences, economic downturns, or changes in industry trends can disrupt a salesperson’s established strategies and lead to uncertainty about the future.

It’s important to note that losing confidence is a common challenge in sales, but it’s not insurmountable. Salespeople can work on building their confidence through ongoing training, support, and personal development efforts. They can also seek mentorship and adopt resilient mindsets to better navigate the ups and downs of the sales profession.

Here are the Top 10 Tips to Become Fearless and Confident to help you build YOUR confidence and become a fearless sales professional focused on a mission to help as many people as possible with your product…

Tip 10: Know Your Product Inside Out

Confidence starts with expertise. To be fearless, you must know your product or service like the back of your hand. Understand its features, benefits, and limitations. Anticipate questions and objections from potential customers and be prepared to address them confidently. When you’re a walking encyclopedia of your product, it’s hard for fear to creep in.

Tip 9: Seek Mentorship

Find a mentor or coach who can guide you through the ups and downs of your sales career. Learning from someone experienced can provide invaluable insights and boost your confidence. Becoming a fearless and confident salesperson is not an overnight transformation. It’s a journey of self-discovery, continuous improvement, and unwavering belief in yourself. To recap, here are some key takeaways:

Tip 8: Set Clear Goals

Fear often arises from uncertainty. Combat this by setting clear, achievable goals. Whether it’s hitting a specific sales target, acquiring new clients, or mastering a new sales technique, having clear objectives gives you a sense of purpose and direction. Celebrate your achievements along the way to reinforce your confidence.

Tip 7: Continuous Learning

Sales is a dynamic field, and staying at the top of your game requires constant learning. Stay updated on industry trends, sales techniques, and the competition. Attend workshops, read books, and follow thought leaders in sales. The more you know, the more confident you’ll feel.

Tip 6: Embrace Rejection

Rejection is an inherent part of sales. Instead of fearing it, embrace it as a learning opportunity. Every “NO” brings you one step closer to a “YES.” Remember that even the most successful salespeople faced rejection in their careers. It’s a stepping stone, not a stumbling block.

Tip 5: Develop a Positive Mindset

A positive mindset is the cornerstone of confidence. Cultivate a “can-do” attitude, and banish negative self-talk. Replace self-doubt with self-affirmation. When you believe in yourself, others will too.

Tip 4: Practice, Practice, Practice

Confidence comes from competence, and competence comes from practice. Hone your sales skills regularly, role-play with colleagues, and seek feedback. The more you practice, the more fearless you become in real-life sales scenarios.

Tip 3: Build Strong Relationships

Sales is not just about transactions; it’s about building relationships. Invest time in connecting with your clients on a personal level. The stronger your relationships, the more confident you’ll feel when asking for the sale.

Tip 2: Stay Organized

Chaos breeds fear. Stay organized by using tools like CRM software, scheduling apps, and to-do lists. When you have a clear plan, you’ll feel more in control and confident in your daily tasks.

And the #1 Top 10 Tip to Become Fearless is….

Tip 1: Develop Active Listening Skills

A confident salesperson is an active listener. Pay attention to your customers’ needs, wants, and pain points. When you truly understand their concerns, you can offer tailored solutions. This not only builds trust but also boosts your confidence because you know you’re providing value.

• Know your product inside out.
• Develop active listening skills.
• Set clear goals.
• Commit to continuous learning.
• Embrace rejection as a learning opportunity.
• Cultivate a positive mindset.
• Practice, practice, practice.
• Build strong relationships.
• Stay organized.
• Seek mentorship.

In the end, remember that confidence is a mindset. Believe in your abilities, and you’ll become a sales warrior, fearlessly conquering the sales battlefield, one deal at a time. Embrace the challenges, celebrate the victories, and never stop striving for excellence. You’ve got this!

Now, go out there and unleash your inner sales warrior! Your success awaits, and fear has no place in your journey to greatness. Stay confident, stay fearless, and watch your sales career soar to new heights.

Have a great weekend everyone,

David

The holiday season is upon us — decorations, gifts, and time away from the office. For sales reps, it’s a bit of a mixed bag, because getting in touch with people and having them make commitments becomes significantly more difficult as people take days off and focus on things other than responding to emails and contract signature requests.

But the holiday season need not be a time of struggle. In fact, there are plenty of opportunities to make it a great time for selling if you not only change your mindset but switch up your approach to take full advantage of changes that take place around the last 6 weeks of the year.

I want to help you do just that, so I’ve put together a list of five things sales reps can do to close deals despite the holiday season. And even if you only do one or two of the following, you’re likely to see some impact.

Oh, and before I forget: Happy Holidays!!!

1. Set expectations early and clearly

The holiday season isn’t the time to waffle, especially since there are only a limited number of weeks left in the year.

This is why it’s more important than ever to set the right expectations early, and to schedule follow-up meetings while you’re on a call, not via email after. Clearly state what your goals are, the order in which you expect to proceed, and the milestones you would like to hit (with your prospect’s help).

If you plan and set the right expectations upfront, you’re less likely to have to chase prospects down later.

2. Take advantage of others’ downtime

Many of your fellow sales reps will wind down their activities during the holiday season, whether it’s because they don’t think they’ll be effective, or because they’re tired from the rest of the year’s efforts.

This creates a great opportunity for you to stand out, and to prospect while everybody else is resting on their laurels. And from the prospect’s side of things, they might be out of the office, but almost everybody will still be checking their phones and emails, which is makes it a great time for you to get in touch.

3. Join in the gift-giving

As a child, you probably loved receiving gifts, right? Well, lots of people still love it, which is why you should take advantage of the holiday season and send your prospects (and existing customers?) some gifts, showing them that not only are you thinking of them, but that you’re willing to take the time and care to send them something nice.

There are companies that make gift-giving completely seamless, such as Postal and Sendoso (among others), so if you have the budget to spend a few bucks, it’ll be more than worth it, as you’ll be setting yourself apart from your competition while putting a smile on your prospect’s faces.

4. Send some holiday well-wishes

Of course, you’ll probably reference the holidays in your emails (and sign-offs) to prospects.

But the holiday season provides another great opportunity: reaching out to your existing customers and to past prospects who you might not have closed, to let them know you’re thinking about them, and that you’re still here in case they want anything.

Of course, this is a bit opportunistic (it’s sales after all), but it’s also the perfect excuse to reach out, and if nothing else, when the time comes for them to buy, they’ll remember that nice person who was kind enough to send them some holiday wishes.

5. Have (and use others’) festive mindsets

The holidays can bring out the cheer in even the most Grinch-y among us, which presents a great opportunity for enterprising sales reps.

Are you going to assume that nobody is buying, and therefore go into the last month of the year with a pessimistic attitude? Or will you flip that on its head, and change your outlook to one of positivity and cheer?

If you do the latter, then you might not only cheer up the people you’re talking to, but you might also convince them that you’re the right person to buy from and that there’s no need to wait.

But it’s up to you: you can either be a Grinch who misses their year end quota or a cheerful sales rep who exceeds it.

Happy Selling,

David

You may think “YES” is the most important word in sales.  But I’m going to surprise you. 

The most important word in sales is “NEXT.”  I’ll tell you two times especially when you should use “NEXT” to your advantage.

#1.  During your prospecting campaign.  One great temptation during a pitch is to become enamored by all the prospects who express interest in your value proposition.  You’ll find many people are interested.  They’ll say, “Yeah, I do have that problem.  I am looking for a solution to that.”  But remember that a lot of those people will not buy from you!  You may come to the end date of your pitch saying, “Oh Wow!  My pitch  for pizza shops is over, but I still have seven pizza shops who are interested.  I should probably focus on that for another week and try to get everything I can out of it.” 

NO, you shouldn’t!  Move on to the NEXT merchant.  Sure, you’ll still try to sell those seven.  But do that while you’ve moved on to your hair salon prospecting campaign or whatever the NEXT one is.

#2.  When you’ve made a sale.  Fantastic!  You closed the deal.  Now is the time to make another sale.  Just NEXT, NEXT, NEXT.  Keep going.  Keep making sales.  Don’t sit in your car for an hour watching Netflix shows to celebrate.  (And be sure you DID make the sale.  Or did someone just show interest?  That is not a sale.  You should realize those are two very different things!)  Even when you’ve closed a deal keep moving to the NEXT business.

Whether the “NEXT” is a NEXT action step or next prospect or letting that prospect go, “NEXT” is so important.  Or even on the prospecting campaign level, be asking, “What’s the NEXT campaign.”  Start on that one tomorrow.  Of course, still make those follow-ups.  But start accomplishing the NEXT objective.

Always remember the most important word is sales is not “YES.”  The most important word in sales is “NEXT.”

Happy selling,

David

Success is often measured not only by the numbers on the board but also by the resilience and determination of the salesperson. The journey to becoming a top sales professional is riddled with challenges, rejections, and setbacks. However, those who persevere and never give up are the ones who ultimately achieve greatness in the field of sales.

1. Embrace Rejection. One of the fundamental truths in sales is that rejection is a part of the game. Every “NO” gets you closer to a “YES.” Instead of letting rejection discourage you, use it as motivation to improve and refine your approach. Remember, even the most successful salespeople have faced countless rejections on their path to success.

2. Set Clear Goals: Motivation in sales often stems from having clear, achievable goals. Set both short-term and long-term objectives for yourself. Break them down into manageable steps, and celebrate your achievements along the way. These milestones will keep you motivated and focused on your journey.

3. Continuously Learn and Adapt: The sales landscape is constantly evolving, with new technologies and strategies emerging regularly. Stay updated and open to learning. Attend sales seminars, read books, and seek mentorship from experienced professionals. Adaptability is key to staying relevant and competitive.

4. Build Strong Relationships: Sales isn’t just about closing deals; it’s also about building relationships. Focus on understanding your clients’ needs and providing value to them. Building trust and rapport with customers can lead to repeat business and referrals, ultimately boosting your sales.

5. Stay Positive and Resilient: Maintaining a positive attitude in the face of challenges is crucial. Sales can be tough, but your mindset can make all the difference. Surround yourself with positive influences, practice self-care, and remind yourself of your achievements to stay resilient.

6. Learn from Failure: Failure is not a roadblock but a stepping stone. When you encounter setbacks, take the time to analyze what went wrong and how you can improve. Learning from your failures will make you a more skilled and resilient salesperson.

In sales remember that success is a journey, not a destination.

The road may be filled with obstacles, but those who never give up, embrace rejection, set clear goals, adapt, build relationships, stay positive, and learn from failure are the ones who ultimately achieve greatness. So, keep pushing forward, stay motivated, and success in sales will be within your reach. Remember, the next “YES” might be just around the corner!

Happy Selling,

David

Confidence, perseverance, a positive attitude, and a 100% commitment are all needed to succeed in life. It’s important to have all of these traits because along your journey of success, you will face many obstacles. I have learned that the road to success is always under construction. There are no shortcuts to success. You will find that there will be obstacles along the way. This applies to everyone.

Each level that we attain requires a better version of ourselves. If you really want it, you must learn to overcome the obstacles that come your way. Obstacles can be those scary things that you see which unfortunately can take your eyes off your goal.

Obstacles do not have to stop you. If you run into a big challenge, never turn around and give up. You must figure out how to overcome it. You may need to go through it or even just work around it. Failure will always be part of the process. Only the ones who dare to fail greatly can achieve something greatly.

Obstacles are not roadblocks. They are actually stepping stones to success. You must view challenges as part of learning and growth as opposed to signs of failure. When we believe in the potential for improvement, we gain resilience, and we open ourselves up to even bigger possibilities.

The obstacles that we face will teach us to be resilient. Adversity and failure are difficult, but they can also help us develop the mental toughness and the resilience that we must have to overcome future challenges. When we learn how to cope with adversity and we bounce back from failure, we become much stronger and more resilient overall.

The truth is that obstacles in many cases are a test. They are there to stop the other people who don’t have the courage or the willingness to improvise around them.

So, whenever the obstacles do come your way, do not be surprised. Don’t let them get in the way of you chasing your dreams. The first step is to continue to believe in yourself. You must have the philosophy that nothing is going to get in the way of your success.

Do not let anything get you down. Always stay positive and optimistic. It’s important to keep a positive frame of mind so you can see that each obstacle is a new opportunity for growth.

Rather than allowing obstacles and setbacks to derail you, continue to set goals for yourself and work steadily towards achieving them. This keeps you focused, and even in the face of adversity, you will continue to succeed. Persevere through the tough times. Whenever you encounter obstacles, continue to look for the lessons you can learn from them.

So be prepared and always continue to learn. Embrace failure as a way to learn. Failure is what makes you smarter. It provides the answers and enables you to become better. Don’t aim for failure, but when you do fail, learn from it.

So, this week, make a commitment to continued growth. Keep learning, keep improving and overcome those obstacles that get in your way. It’s all part of the process.

You’ve got this!

Happy Selling,

David

In this post, I will walk you through The Top 10 ways to stand out as a salesperson. 

Note that these 10 are not in a rank order. Each one is just as important as the other. However, if you want to stand out and be seen as the salesperson every company wants to deal with, you must exemplify these 10 traits. You must possess these not just some of the time, but all of the time. Let’s get started! 

From the Home Office in Tightwad, Missouri 

Here are the Top 10 ways to stand out as a salesperson.

10. Trust 

The number one quality is trust. This probably sounds cliché. It sounds so trite, but you know what? Trust must always be at the core. I share this one first, because when you demonstrate the other nine things that I’m about to share with you, you will find yourself in a position of creating trust for your customers. Trust is not what you say. Trust is not what you do. No, trust is what you say, and it’s backed up by what you do. 

9. Research and Development 

R&D stands for the Research and Development Department, and this is the department you want to be for your customers. You want to actively work on research and development for them. What does that mean? It means you’re bringing them ideas. You’re bringing them solutions and new ones that they would not have thought of. Because you understand their business so well, you’re seen as a person highly capable of bringing them keen insights. 

8. Timely 

Timely means you say what you’re going to do and you do it. You follow through – always! You show up on time. You’re punctual and more importantly, you respect their time. When you say it’s going to be a short phone call, you keep it short. When you say it’s going to be 15 minutes for a meeting, it is 15 minutes. When you say you’re going to have something to them by Tuesday at 4:00, you deliver it to them by Tuesday at 1:00. You always exceed whatever schedule that you create. Timely is absolutely imperative, and especially at the prospecting level, because customers often say, “I don’t want you wasting my time.” What does that mean? That means that you respect their time. 

7. Respectful 

What does it mean to be respectful? It is demonstrating that you understand where they’re coming from both personally and professionally. Now, I could break personally and professionally apart, but I am going to keep it together, because when I understand someone professionally, I understand him/her personally. And when I understand you personally, I’m going to understand you professionally. When you’re respectful, you understand your position, where you came from, and what your goals are. Being respectful involves understanding you as an individual just as much as understanding your business. When I understand both areas, I am respectful. 

6. Listen 

Yes, listen. Again, many people say, “You’re kidding me. Really?” But it is amazing how few salespeople truly listen. You want to be the salesperson who not only listens what’s being said, but also listens for what’s not being said. You want to listen to what’s being seen and what’s not being seen. Listening skills involve the eyes just as much as they do the ears. Body language in all forms demonstrates what’s really going on. Listening is about understanding where the customer’s going. Listening is about helping the customer feel more confident in being able to share more insights with you. And that leads me to my next one relating to a level of confidence. 

5. Integrity 

Integrity means there is a level of honesty. There’s a level of absolute genuine compassion being demonstrated. Integrity means that you’re living out integrity to them as the customer as well as all of their employees. Integrity is portrayed when you’re see as the same person all of the time no matter what. Whether you’re in front of the customer or whether you’re in front of a barista, whether you’re in front of a CEO, or whether you’re in front of a waiter in a restaurant, you are a person of integrity. This is not something you turn on or off. Integrity is 24/7. 

4. Helpful 

It sounds basic, but helpful is not just helping the customer with what they see or what they need, but being helpful in other ways. I always say that the mark of a great salesperson is when the salesperson is asked for input and assistance on things that they don’t sell, they don’t have anything to do with. What does that mean? That means that the customer must have a level of confidence. They must see trust. They must see integrity. Once they start to see all of those things in you, the customer looks to you as able to help them. Being helpful goes beyond normal expectations. Being helpful goes past what should be done to get the deal. Helpfulness is about creating a long-term relationship. 

3. Transparency 

Transparency is something that’s often not on display. It refers to those times when an order is not happening right, when something didn’t get followed up correctly, or when you may have dropped the ball on something, you are willing to say, “Hey, here’s what went wrong.” Being transparent is the willingness and humility to throw yourself under the bus. Sometimes you put yourself under the bus if that’s what it takes, because you’re upright and honest with the customer. Furthermore, when you’re transparent, that’s how you demonstrate integrity and trust. 

2. Honesty 

Being honest, being truthful. Yes, I’m sure you’re seeing how all 10 of these fit together. When you’re honest, it is amazing how nothing else gets hit. You see, you can’t be transparent without being honest. You can’t be honest without showing trust. See how all these begin to come together? 

And the #1 way to stand out as a salesperson is……

1. Committed  

Do you have a level of commitment to the merchant? Do you have a level of commitment to yourself? 

It’s true that when people are committed, they don’t make excuses. When people are committed, they’re focused on making sure the task at hand gets done. When they’re committed, they follow through and deliver on what needs to be done. When they’re committed, results happen. Do customers want to deal with companies and salespeople who aren’t committed to them or to the outcome that they’re looking for? No, of course not! I intentionally started with trust as number one, and ended with commitment as number 10, because ‘trust’ and ‘commitment’ are the bookends to the other eight items. 

Here’s some questions I want you to ask yourself right now: of the 10 traits I shared, which is your strongest? And where are your weaknesses?

Focus in on your strength. Take that to the next level, but then look at one of your weaknesses and think about how you can improve and correct that.

How can you bring your weaknesses up to a higher level where you can be that salesperson that a customer says continually demonstrate all 10 of these traits at a high level?   

Have a great weekend,

David

Never allow fear to stop you from achieving your dreams. We all have fears. The philosophy that we must adopt is “Be afraid but do it anyway.”

It’s important to recognize that fear is actually part of the process. I remember when my youngest grandson had just turned one and he was in the beginning stages of walking. It was a wonderful to experience to watch him. When he falls, he just gets back up. Nothing in his mindset says ”I don’t think this walking thing is for me.” He has fear but he’s committed to walking. He falls down, but he always gets back up.

Reframe the fear in your mind and realize that fear and setbacks are just temporary. Failure is part of success, and will result in opportunities for all of us to become better. In order to achieve great things, we must step out of our comfort zone. When we do that, the typical emotion is fear. Recognize that it is part of the process and go out and do it anyway. Do not allow fear to stop you in your tracks.

When you realize that fear is part of the process, you must look at the big picture. Instead of focusing on your fear, start focusing on what you accomplished in reaching your goals. Think about how you would feel and how your life would change. Instead of thinking about the fear, start thinking about your vision for success.

Start thinking about some of your previous accomplishments. Whether it’s sports or the business world. In the beginning, you experienced fear and being uncomfortable but you did it anyway. Start making a list of some of your accomplishments and take a look at that list anytime fear starts creeping in. You’ve overcome fear before and you will do it again.

Think about whatever task or opportunity is scaring you. You have an incredible opportunity staring you right in the face. You see others achieving incredible success. This is your time. It’s OK to be afraid but it’s time for you to make it happen. Invest whatever time or energy it takes. The more prepared you are, the fewer reasons you will have to be afraid.

Success involves taking risks. There will never be a better time to take the leap than right now. If you have a dream in your mind, there’s a reason for it. Do not waste this opportunity. Learn everything that you can about your opportunity. Find the people who are in life where you want to be and do what they do. There are no short cuts and it’s time for you to make that 100% commitment.

You are not alone, and your fears are not unique. Transform those fears into power. Never allow fear to bring you down. Give yourself the push you need to move to the next level. This is your time. Be afraid and do it anyway!

Happy Selling,

David