6 Behaviors of Highly Likable, Successful Sales ProfessionalsOctober 29, 2020 | Posted by Joan Trammell in Sales Training, Seasonal
The Magic Spell for Success in Sales (and in Life!)
Think about the most successful sales professional you know. Now think about the most well-liked person in your life. Chances are these two people share many of the same characteristics and traits. According to a study at UCLA, the top adjectives most significantly associated with likeability are sincerity, transparency, and capacity for understanding (another person). All these adjectives are a matter of emotional intelligence (EQ). Furthermore, research data from TalentSmart states that people with high EQ make $29,000 more annually than their low EQ counterparts. Put a different way – people with high EQ aren’t just exceptionally likable; they outperform those who aren’t.
Dr. Travis Bradberry, author, speaker, and expert in emotional intelligence, uncovered key behaviors that people engage in to make them more likable – all of which have particular relevance to the sales profession. So, here’s the magic spell for success in sales, and in life! Throw all of these “ingredients” into your cauldron this Halloween, and the magical powers of likeability and emotional intelligence will cast over you, leading you to a higher level of success. Happy Halloween!
- Ask Questions. You will gain a lot of respect and appreciation from those around you by simply asking questions. Albert Einstein famously said, “If I had 60 minutes to solve a problem and my life depended on it, I’d spend 55 minutes determining the right question to ask. Once I got the right question, I could easily answer it in 5 minutes.” As a sales professional, you must understand each customer’s needs and motivations before you can provide them a solution. Asking good questions will help you gain insights into your customer and your customer’s business, revealing areas of opportunity to inform possible solutions for you to offer.
- Be Authentic. Being authentic is an important part of being likable. Bradberry says that by concentrating on what brings you happiness as an individual, you become more interesting and likable than if you attempt to sway others by making choices that you think will appeal to them. So be yourself and be confident.
- Use Positive Body Language. As a sales professional, you are aware of the words you say to your clients and prospects; however, you must also be conscious of your body language, intentionally using appropriate gestures, tone of voice, and expressions in a positive way. For example, keep your arms uncrossed and lean towards the person who’s speaking. In a virtual setting, make sure you’re maintaining your enthusiasm with eye contact and facial expressions, as well as using appropriate hand gestures, authentic to you, as if you were in the same room with the person.
- Greet People by Name. Don’t stop there, though. Research shows that people feel validated when the person they’re speaking with refers to them by name when greeted, as well as throughout the conversation.
- Balance Work and Fun. Likable people effectively balance work with their ability to have fun. Limit small talk and focus on having meaningful, authentic social interactions with coworkers in the office, at the opening of your video calls, or at the beginning of an email. Remember what they said during this important time of your conversation, such as the story about the remodeling they’re in the middle of, their postponed family vacation, or kid’s sports practice.
- Be Consistent. Even if your mood is all over the place, it’s important you don’t let that impact your interactions with others. People want to know what to expect when they approach you!
Leveraging these behaviors and skills can help drive your own long-term success as a sales professional, and human being! Asking questions, being authentic, using positive body language, greeting people by name, balancing work and fun, and being consistent are all effective ways to increase your likeability and outperform your counterparts.
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