Radical honesty in sales conversations

Radical Honesty in Sales Conversations

Most salespeople who read the headline will probably now ask themselves how it could be done differently than being honest in a sales conversation. Likewise, many salespeople will wonder what else can be trained in terms of honesty in a sales conversation. For me, the sales conversation begins long before the actual appointment. As a salesperson, I do not see myself in the position of wanting to sell my product to every customer. The definition of sales that I have goes a bit deeper. I go into a sales conversation without expectations. In the conversation, I try to find out whether the other person actually needs my product, wants it, and can afford it. Only then will I sell it to them.

So, radical honesty in sales conversations always starts before the sale. With me and my attitude towards other people.

How do you approach your future customers? I approach mine with respect, appreciation, and honesty. I first listen. I often hear that in the initial phase of a sales conversation, small talk is no longer needed, and one should get straight to the point. I have a completely different belief. The first phase, in which I want to build a personal relationship to find out if the person finds my product or even me as a salesperson likable, can take different lengths of time. Whether it takes 15 minutes or 1 hour, that is decided by the customer, not the salesperson. But if I am sincerely interested in the other person, it is my duty not just to sell my product as quickly as possible, but to listen, to understand where the person is at, and if and how I can help them. Therefore, honesty begins before the sales conversation. Ask yourself what you want: Do you want to sell your product and make as much revenue as possible? Or do you want to help a person achieve their goals more easily, quickly, and safely? And in many cases, your product fits in. In the second case, you will see if the conversation partner even wants help and if so, whether your product is exactly what can help them on their way there.

It is a much more relaxed attitude not to want to sell anything. Almost like aiming without intention. Of course, I want to make revenue. But not at any cost and not at the expense of others.

A person has two ears and only one mouth. Therefore, one should listen twice as much as they speak. The side effect is that a customer feels comfortable and takes you more seriously. I have never met anyone who took offense at me listening and showing interest in them. However, there have been many who avoided me when I talked too much in a conversation. It doesn't matter if you are acting as a salesperson or a private individual. For more information on Radical Honesty and Udo Kerzinger, visit:http://www.trainers-excellence.de/redner/udo-kerzinger.html