If you’ve ever been in car sales, or any retail sales for that matter you’ve always heard the low man on the totem pole complain about how they got skated again. These are always the guys who are trying to drive and bring down everyone else to their level.

“More often people will try and drive you down to their level, rather than pump you up a notch.”

These are the same sales people who are always blaming the high producing sales people for stealing their customers. Fact is they did everything in their power to push this buyer into the hands of a sales professional, and the customer was much happier there. They failed to make enough of an impact on this customer for the customer to even remember their name. So when the customer comes back and is greeted by a Sales Professional with greeting that shows Courtesy and Professionalism, the last sales person they spent five minutes with was the last thing on their mind. That customer was never the low producers customer, he just spent five minutes with them is all.

Be A Professional

If you want to make an impact on a customer, always act, walk, and talk like a professional. There is a good chance the customer you have in front of you has been shopping around at your competition, whether it be on the grounds, on the phone, or by Internet and email. Don’t get me wrong the customer is looking for the best deal, but most importantly they are looking around for a true Sales Professional. First impressions are lasting, so make sure you greet them with a big smile, great eye contact, a firm hand shake and confidence in your voice. Prove to them right away, I am exactly what you’ve been looking for and I’m going to put all this painful shopping behind you today on a good product, at a fair price, with a true Professional.

Keep the professionalism going the whole time from start to finish. Stay away from slang, swearing, laziness, shortcuts, and I don’t know’s. Always replace “I don’t know” with “let Me find out”. Know your product and pricing, and know your competion’s product and pricing. These will all prove to your customer that you are a Professional.

Be Courteous

When you sincerely listen to your customer, and truly care to help them get as close as they can to what they are trying to accomplish they will sense this. It is said “Successful Sales People serve their customers, not sell them”. This is true, when you are serving your customers wants and needs to the best of your ability this will lead to success. Always treat every prospect as a real buyer. Even if at the time your customer does not have the means or ability to buy, you can pretty much guarantee there will be a time eventually in their life where they will be capable of buying your product. If you treated them with courtesy and respect they will remember this, send you referrals, and look you up when they are ready.

My Grandmother always taught us the Golden Rule “Do unto others as you would have them do unto you”. A simple way to be a Courteous person.

Be Knowledgeable

Customers like dealing with a Sales Person who knows their product, can answer their questions, and knows what they’re talking about. There is a good chance in today’s market a lot of your customers are going to know as much as you if not more about the product they are looking to buy. (The average customers spends over 18 hours researching the large product’s they are going to purchase). So with that being said, if you want to keep up in today’s market know your product, as well as you competion’s product so you don’t look like a fool in front of your customers. Answer all their question’s and like always in Sales build value in your product, every opportunity you get, and every time you answer one of your customers questions.

Knowledge is power, and people like to deal with people who answer their questions, and know what they are talking about.

So when you hear the under-producer whine about how the successful Sales Person stole their customer, remember the customer was never their’s. The customer choose the kind of Sales Person they were looking for “I’m Looking for a Professional, Courteous, Knowledgeable Sales Person” and when they find that Sales Person with the right questions and value building they are going to be ready to buy.

Another Motivational blog post written by Noel Walsh Owner, Author, Lead Trainer, and Motivator From NW&A “Conquer What You Chase” Sales Training, Consulting & Motivating from Ann Arbor, Mi.