Centuries of success have proven that compliments work wonderfully well. Yet, few salespeople know the difference between a compliment and flattery. Nor do they know how to properly use a compliment.
I was in a retail store the other day and heard an older man gripe about the salesperson’s attempt to flatter him. He said, ” I’d give almost anything if salespeople would quit trying to flatter people. It doesn’t get them anywhere and it makes me mad. “
The problem wasn’t the salesperson using a compliment, it was that he used flattery. There is a major difference.
If he’d known the difference, he’d have been able to use it (properly) and he’d have made a sale.
Are you wondering what the difference is between a compliment and flattery ?
Here it is :
A compliment is what the person wanted to hear, while flattery is praise to which he is totally indifferent.
To put it simply, don’t start complimenting someone you’ve just met, because you don’t know what they want to hear and they know you don’t.
How do you find out what they want to hear ? Shut your mouth and let them open theirs. They’ll clue you in as to what’s important to them.
As long as you’re complimenting something they’re proud of, you’ll do okay. As long as it’s something important to them, you’ll be okay.
Done properly it will improve your sales and forge better relationships.
Done too soon and/or poorly, it will bite you in the soft spots you’d rather not be bitten in.
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