I don’t know if you’ve done the exercise to see if you can come up what animal different people are like. I have. Many times. It can actually be quite fun. If you think about it the next time you get the chance you’ll see that often there is a fun similarity between i.e. a dog and its owner… It’s stunning how often this seem to be the case. See for yourself the next time you meet a dog and it’s owner on the street.
In the same way you can use the picture of an animal to describe who’s a bad sales person. You’ve probably figured it out by know. The bad sales person often gets described as a crocodile. Why? Because a crocodile has a big mouth and small ears… Someone that speaks too much and listens to little. When you meet a person like that reflect on how you feel. You’ll probably agree that they take a lot of space and aren’t very interested in who you are. Another way to put it would be that they are “full of themselves”.
Here’s todays task for you:
- After the next sales meeting you’ve had, take a minute to think about who spoke the most in the meeting. If the answer is you – then there you have the answer. You are a crocodile.
If you realise that you are a crocodile – you’ve spotted some potential. Here is a possible area for improvement. You are probably spending a lot of time trying to convince the customer that whatever you are offering or trying to sell is the right thing instead of actually listening to the need and selling from there. If you hang in there and keep following my blog you’ll get som tips along the way on how to avoid being a crocodile. Heartful sales is more about listening than speaking. More about trying to find and define the need than to convince and argue for your solution. Heart to heart.