When I first started in the financial sales business I was a pushover for my clients.
I would “give ’til it hurt” to try to find a way to please the client and make the sale.
I don’t do that anymore.
I learned that this is not a winning sales strategy.
You might think that it’s counter-intuitive to not bend over backwards to make a sale but, you would be wrong.
The way to get business is to “know” with complete certainty that what you’re offering is of value, and that you are the expert that can deliver this product or service with complete satisfaction to the client, with the utmost professionalism.
Anything less is not sales – it’s chasing the client.
Remember when you were little and your mother chased you around the house trying to get you to take that spoonful of cough medicine? Each time she got near you you’d squeeze your mouth shut and bolt! Why did she do that? She did it because she was the authority and “knew” that this was the medicine you needed to get well.
Be an expert not a pushover
The problem, though, was that she didn’t communicate this to you, did she? Having her chase you around created the opposite reaction than the one your mother was after. You became more adamant about not taking the medicine and angry and annoyed with your mother for “trying too hard.” While you may not have understood the source of your anger or annoyance with your mother at the time, you can understand it now that you’re an adult.
This is the same thing you’re doing with your clients when you “chase” them. Your clients will find you annoying if you “try too hard,” and they will have very little respect for you. The next thing you know, you’ll hear that they bought the very same product or service from a competitor.
Why did they buy with a competitor?
You spent hours and hours with them answering all their questions and even taking their calls after hours or on the weekend so, why didn’t you get the sale? They chose to buy with another salesperson who came across as a knowledgeable authority, instead of a worried people-pleaser with a sign on their back reading: Kick me! If you come across as desperate and really needing that sale you’re going to turn your clients off even further.
Forget the economy
Why is it that even in this economy some sales people continue to thrive while others are barely making it? There are always leading sales people in every industry despite the economy. The difference is the self-respect of one salesperson over the other and that salesperson’s ability to come across as a self-assured professional who will do the best job for the client.
Being in sales is no different than being popular in high school. Think about it: Who were the popular kids in high school? Was it the mousy kids who stayed after class to help the teacher with a project, or the louder bossy kid that came across as more self-assured? You guessed it. The kid who came across as more self-assured was always more popular.
Stop thinking you have cater to every whim your client has to get the sale already!
Here’s how you can use your intuition to turn your business around and stop chasing clients for business and start attracting client’s business:
1. Don’t ignore “uneasiness.” When you get an “uneasy” feeling about a client stop and examine this feeling. If you’re feeling that the client has little respect for your time and will walk all over you, trust your gut. This is your intuition trying to alert you that you are going to be taken advantage of.
You cannot allow clients to call you at all hours of the day. There is no reason for a client to call their mortgage broker on a Saturday night to discuss a refinance unless they simply have no respect for their time. All businesses have business hours. You need to set the boundaries in the beginning by telling them that you’re available up until a certain hour on these particular days. Period. If they call outside those times do not return the call, and don’t apologize for not returning the call when you do call them back. Take charge of your business.
2. Weed out the the shoppers up front. If you work with a client and get the “sense” that they’re the type who will move on to the next salesperson who gives them a lower price – drop them immediately. You’re intuition never lies. It communicates via your “feelings” so, if you think they’re going to shop you until they drop you; you’re right and they will.
Trust your gut. Don’t waste time on people who will never buy from you, especially if you have truly earnest clients you’re working with. When they call be courteous but, don’t let them keep shopping you against other sales people in your business. Make them an fair offer right then and there and try to close the sale. If they don’t bite, be honest and tell them that this is the best you can do. Let them know that you’re not interested in “dating” any longer by wishing them luck on their search for whatever the product or service is you sell. Then hang up, or walk them to the door if they’ve come to see you at your place of business.
3. Being honest and direct is not being rude. Many salespeople are afraid to tell their clients the truth because they think the client won’t like them anymore and will stop working with them. For example, if you think the client is under-insured, tell them so and tell them why. If you’re aware from the get-go that the client is not going to let you do your job properly – you’re blatantly ignoring your intuition.
You need to remember that you’re the expert about your product or service, not your client despite what they say. It takes 10,000 working hours to become an expert in a field. Reading a few magazine articles does not qualify them as an expert. You are the expert and you must own it and show it.
Start using your business intuition
The next time you get a “gut feeling” about client do yourself a favor and listen to it and take the appropriate action.
When you take charge from the beginning and respect yourself enough to honor the boundaries you’ve set up while also acknowledging your expertise and professionalism – so will your clients. You’ll also attract serious clients who will buy from you.
Have you ever ignored your business intuition? Was this article helpful in showing you ways to identify how your intuition communicates to you in business? What will you do differently to improve sales now that you have this information?
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I do not agree totally with this article and this way of thinking. Sounds to me like these people need to make sells to feel accomplished. Selling is just work and while it is an artform to be able to talk to people … Match and mirror along with many many other proven techniques of making people feel comfortable. The natural sales person doesn’t have to be taught this. People have learned these techniques from watching the natural sales person.
This whole thread when broken down to one point. Is an excuse to not try to make a sale … of course there will always be reasons to not proceed with working with someone. However, when “INTUITION” or a “GUT FEELING” that this person isn’t giving you a fair shot because they are being honest with you about liking thier current person/provider. Or a number of other factors. This should not alone deter you from giving this person 100%.
IN fact they should try to give this suspect/prospect 100% full to try and earn thier business, while they may give 80 -90% to another prospect that is “In the Bag” so to speak.
This would truly allow a sales person to sale more in the long run. Instead and giving many sales people especially older/seasoned sales people a reason to tuck thier tale in between thier legs.
By all means, this is why that young people will continue to suceed in sales positions is complacent older people who are just satisfied and do not have that drive any more.
Great sales tips, Angela! I would take note of that. Clients must not see as as annoying pushovers who badly need something from them but can’t deliver the products/services they truly want. If we truly believe what we’re offering is of value, we’d be in a better position to interact with our clients.
Hi Joyce,
I agree. We need to come across to our clients as offering value and the solution to their needs.
It’s nice to see you. I hope all is well.
Hi Angela,
A topic that most folks will drink up! Sales tends to be hair-raising & painful because of what you mention – we are taught to “push” the sale. Companies have these absurd quotas that actually undermine them in the end.
I see this at networking events all the time. I exchange cards with someone, next thing I know they are hounding me to do business with them, calling me every couple of days.
I’m happy to meet with someone to learn more about them as a person. Those are the folks I end up referring, etc.
What works for me is to put my “wild & disobedient” personality out there. Then when I offer something, those who want it call me up. I’ve got no problem sending out some reminder notes.
Be a magnetic personality – it’s the best sales tool there is!
Thx, G.
Hi Giulietta,
I agree about absurd quotas. I also think you have to be yourself and be honest and advise the client properly. If they don’t listen because they “know it all” or think they can get the same thing for less elsewhere – God bless them and let them be on their way!
Hi angela,
Great article! Excellent advice and you have put it very simply and clearly. I really appreciate that because it makes it easier to remember the message when you are in the heat of the moment and having to stand your ground.
Hi Columbia,
I’m glad you enjoyed the article. I always think if you “trust your gut” you can’t go wrong!
Hi Angela,
You are doing everyone a big favor to point all this out. Bravo! (Or is it Brava!?) Anyway. YES. I used to do the same thing as you with the overgiving.
LOVE what you say about having to know that what you offer has value. I think that is so key.
I also agree strongly with your suggestion to heed uneasiness. Whenever I’ve done that, I’ve not been sorry. Especially when it (whatever “it” is that you’re guided to do) is followed by a feeling of great relief, you know you were on the right track.
Thanks so much for a great post.
Hi Patti,
Thank you for your kind words. I think a lot of us did the same thing until we got burned a few times and learned this was not the best strategy.
When we believe what we have to offer is of value we’ll attract clients who feel the same way too.
This is great, Angela. Selling value is indeed the best route to success. Many clientw with whom I wished I had followed my gut. Thanks for reminding me.
Hi Rosemarie,
It’s especially relevant in this economy. We feel pushed to accept business we otherwise wouldn’t have accepted and later we’re sorry.
You know, one of the events that made the biggest impression on me when I was a novice in the business world was participating in a negotiation to buy another company. We worked really hard all week, negotiating from the early morning till late at night. Just when the documents were being finalized, our team received information about the other company that was somewhat troubling. I would have pushed through, but the more experienced negotiators took a step back. After some consultation, they walked into the conference room and said, basically, no thanks. We closed our briefcases and went right to the airport. In later years, when I taught negotiation, I used that example of trusting your gut.
Thanks for a great article.
Galen,
That’s a great story. What an example you were given to help you build upon in later years.
I’m sure your students really appreciated your experience!
You do a marvelous job of tieing intution to business success. In my opinion great business is a spiritual experience and for the good of all concerned. These are the things one will never learn at Harvard Business School until one is out there experiencing and feeling ones way through (I’ve me them!).
Hi Rob,
Yes, I never thought of that but these are things that aren’t taught at HBS, for sure! It takes experience to know how to deal with these situations and confidence too.
Hi Angela,
The message I got from your article was: Be at ease with yourself, and trust your inner voice to guide you on the right thing to do.
If you are consciously trying NOT to lose the client, you are losing the client much easier.
You were right, we don’t have to discount ourselves just to get a sale. Clients are everywhere, and when one door closes, another one opens. Every mistake we make allows us to see more clearly who are our perfect clients.
Thank you for the wonderful article.
Joseph,
I love that: every mistake we make allows us to see more clearly who are our perfect clients.
So true!
Great article Angela and yes I am beginning to use my intuition for making business decisions more. When I am not sure and I listen to my gut I really know which path I should take or decision I will make.
It is also for me remembering to ask the heart to lead over the thinking mind.
This will make it easier with the sales and marketing that I have been avoiding
love
Suzie
Hi Suzie,
I’m so glad to hear that your allowing your intuition to guide you in your decision-making.
It gets easier every time you do it which, I’ve no doubt, you noticed.
xoxo,
Angela
Working in business and serving the community thus creating income and jobs is an energy and intuition is an energy so I don’t see anything wrong with the two marrying together for everyone’s benefit Angela. Less sales more an exchange of positive connection. Nice!
Hi John,
I think you’re right – there’s nothing wrong with “marrying” the two.
I like that: less sales more of an exchange of positive connection!
Great post, Angela, and very timely for me. I am contemplating a venture and whether or not to drop it. I think if I reread this article a couple of times, I might come up with the “right” answer for me.
Hi Sandra,
I’m so glad the article came out in time to help you!
Let me know if I can be of help in any way.
I think it all comes done to vibration–when you sync up with your client, you make the sale. It’s a totally unconscious process. And I think the positive vibration is the confident one in which you feel like you already have their business even before you have it. Of course, that’s easier said than done. 😉
Ande,
I like that idea: the positive bibration is the confident one in which you feel like you already have their business even before you have it!
Awesome!
Hi Angela,
Very interesting post! I think that as people get more versed with sales they are able to really use this intuitive side of of connecting with prospects and customers. I have learned that giving the sense of control to others and never pushing people to make a sale is helpful. Basically I really like the notion of be honesty and be yourself, and be willing to talk about any uneasiness that may be getting in the way. Thanks for sharing!
Hi Joe,
It’s true it does take practice and experience in working with customers to not only use your intuition, but to gain the self mastery that gives us the confidence to take control of the transaction. I’m glad you enjoyed this article.
Oh how I remember that lesson to not chase down pending customers – and the yucky feeling when it was happening (usually by force from the boss to close the pending list) – oh and then to find out they chose the competition.
I love seeing intuition’s role in the business world. For some reason I’ve separated the two, yet intuition is the light of clarity that is so deeply needed.
Perfect post for a Monday morning – merge intuition with the fresh new business week.
Hi Aileen,
Yes, we’ve all experienced that “punched in the gut” feeling of finally speaking to a customer who stopped communicating only to learn they went with the competition. I’m glad this came out just in time for the business week~!
This is so very true. I look at it from the other side of the table: the customer. If I sense desperation from the sales person, that’s a red flag for me. I’d rather buy from someone who is self-assured and doesn’t reek of desperation.
Following your intuition is best for EVERYTHING in life, I’d say. From work to love to what to buy your best friend for her birthday. 😉
Hi Lindsay,
I totally agree: Following our intuition is best for everything!
I love that you looked at this from the other perspective too, as a customer. Yes, nobody likes that “clingy” salesperson, do they?
Thank you so much for the lovely guest post you contributed. It was a pleasure hosting you at PbI!
Angela
This is a great reminder Angela! I realize that whenever I’ve ignored my instincts I get into the pattern where I’m directing so much time and energy toward people who are looky-loos or not motivated, that I put myself at risk of neglecting the people that are committed to working with me. I’d rather spend my time on people who are motivated and committed because they’ll see better results and if I do an amazing job for them, they’ll refer other motivated and committed people my way.
Hi Katie,
Nice to meet you!
Our instincts our so important in many transactions whether it’s with our children, or mate to business colleagues and clients. I’m glad you’re listening to yours! The Pareto Principle is something we ought to be reminded of too: 20 percent of our customers provide the lion’s share of business over the other 80 percent, so when we hear our gut warning us about a customer we should move onto those clients who are committed to working with us. Thanks so much for visiting and commenting here Katie.
Angela,
I was an outside sales rep for 12 years. My managers always preached the merits of following a sales process, and though I tried to be a good student, my heart told me to follow my gut more and really listen to what both my inner voice and my customers/prospects were telling me.
Your article is proof that maybe I was on the right path after all.
Alex
Alex,
It sure sounds like you were on the right path by listening to your gut over following the process like your managers wanted you to~!
Hi Angela,
Having been in the insurance industry has led me to realize that sales is just not my strong suit. It was a draining experience for me. But during my time there I did come to the same conclusions as you. People just do not respect others who have no self respect for themselves. Bending over backwards to please only causes you to bend further to get repeat sales. It leaves you looking rather desperate and needy. That said, I love your points on how to use your intuition to turn your business around. You have clearly done a wonderful job here in showing us how to apply intuition to business decisions.
Point 1 resonates with me strongly. There are many kinds of people out there and some of them will not get along with you no matter how hard you try. It is better to conserve your energy and use it to help others who are more in harmony with you and your nature.
Point 3 is also very important. I believe in being honest especially when it comes to doing business. There should be no room for dishonesty in life unless you are the general of an army and thousands of lives depend on every decision you make. Other than using deception in warfare to minimize casualties in war, it is not prudent to use it in other areas of life. It just affects your credibility and comes back to haunt you at a later date. Even if telling the honest truth may not be something the client wants to hear, at least they can make an informed decision based on knowing all the facts. In the end, they cannot turn on you and say that you mislead them. Honesty is indeed the best policy in business.
Personally, I have learned not to ignore my intuition. Somethings feel right while others don’t. To ignore such warnings has only led to problems for me in the future.
Thank you for sharing this lovely article! 🙂
Irving the Vizier
Hi Irving,
I’m glad you got a lot out of the article. I’m also happy to know that you have learned not to ignore your intuition.
It’s vital that we heed the “feelings” we get when dealing with people.
Over and over in so many situation from romance to business, when people experience something negative, you’ll hear them say afterward, “You know, I should have listened to that suspicion I had. It was right all along.”
Well said sir. It is never personal for people to reject us.
And its not that people don’t buy. People buy from people whom they like.
I like your point about using our energy on people who will appreciate us and buy from us. You will feel happier after you have closed the sale too.
Hi Angela,
I could never be in sales, I just don’t have the personality for it. I do admire how you were able stop letting your clients push you around. It all starts with confidence.
Hi Todd,
Sales isn’t for everyone, that’s for sure. Most clients are respectful but if you have any weaknesses or doubts about your abilities the pushier ones will try to take advantage of you and that’s where having the self-respect and confidence to take back control of the transaction comes in.
Hi Angela,
Well said.As Justin has said “People pleasing can cause us to feel drained…..”.Know your stuff, have belief in you & your stuff. That counts for a lot in my opinion. “Trusting your Gut” is a big one & you have covered this nicely.
be good to yourself
David
Hi David,
Thanks so much. I’m glad you enjoyed the article.
Self respect and for that matter, self love, all make the difference between an average salesperson and a great sales person.
If you respect yourself as the expert you are your clients will “pick-up” on this too.
Thanks so much for visiting and commenting. It’s always a pleasure to have you here David.
Hi Angela,
People pleasing can cause us to feel drained and overwhelmed. It’s smart to set reasonable boundaries and not push for sales either.
Business intuition and trusting our gut will soon be the norm for doing business.
Hi Justin,
Yes, it can for sure! Setting boundaries and getting over our guilt when we say no is critical.
I agree! Yes, business intuition has come a long way to being more accepted in the last 25 years!
Thanks so much for coming by and commenting. It’s always a pleasure to see you here.