A sales person has to have a certain ego, and confidence about them and they like to win in every deal, but sometimes you have to appear to lose to win the sale.

You never lose in sales when you make the sale.

Our job in sales is to get the customer to bob their head up and down, telling you “we will take it.” This is the outcome we are looking for with every prospect/customer we face. Sometimes we get demanding customers who are so afraid of sales people, they try and take over the deal and offend you along the way. For a lot of sales people this will put them in defense mode, where they will want to butt heads. Doing this will not make you money.

The customer is always right?

This is an age old statement, that is not always true but most of the time it is true. The customer does indeed have the leverage, because they are the one’s buying the product and spending the money. You need to use your sales abilities and personality to overcome any power struggles that are going on in the transaction. Remember if they do not buy it doesn’t matter who wins in proving their point, because if you do not sell them and earn their business you lost.

Turn every negative into a positive in their favor.

Every time an issue, personality or product arises use this as an opportunity to solve a problem for the customer. People are relieved, and feel indebted when you take a load of their shoulder and solve an issue for them. This is a human nature characteristic, and gives you the opportunity to earn their like in you, confidence in you, and trust that you make things happen. This is the sales person you want to be for them, and your job earning their business, as well as their family and friends business year after year will be easy.

Focus on what the customer wants, and give it to them.

Put all your personality differences to the side. After you are able to relieve the little power struggle, by realizing when you sell them you win it is time to figure out what the customer wants. Always remember a great sales person will ask the right questions to figure out truly what their customer wants. Do exactly that, find out what they want, give it to them, solve their problems, and let your personality shine.

The only thing you should ever worry about in sales, or focus on is what does this person want, how can I give it to them, and in the process prove to them I am the right person for the job. It really is that simple.

Another blog post written by Noel Walsh, from Ann Arbor in southeastern Michigan. Owner of  NW&A, author, sales trainer, motivator, dealership consultant, and everything you need in the automotive retail industry.