Take any young, rich, badly educated heiress with no morals and change her role to one of a salesperson and what would happen to her ?
Well, in my enormous opinion, she’d talk mostly about her favorite subject … herself.
If she did sense the need to talk about the customer, which is highly unlikely, she’d probably say, ” Now then, let’s talk about you. What did you think of my latest video ? “
Unfortunately, there are WAY too many salespeople out there who are just like this. They’re enamored with their product or company.
Their favorite word is “we“, not “you” and that turns the sales process completely around, 180 degrees away from the right direction.
Smart salesmen know that there is only one topic that’s worth talking about and that’s what your product/service can do for the customer.
A lot of customers, I’m not one of them, will be courteous to stupid salespeople who do this. They listen to you talk about how many you can make, how much you like making the product, how your sales are great, etc.
But in his mind, he’s wondering what this has to do with him and his business.
I just read about a salesman who recently passed to the next world. He was a prize winning botanist, too. He won several honors, was awarded a college degree and been a cult hero to those in his hobby.
His customers never knew any of this, because he never bothered talking to them with facts about himself.
Or maybe he was smart enough to know what his customers wanted to talk about … themselves and their business.
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