{"id":456,"date":"2022-12-05T21:30:00","date_gmt":"2022-12-05T16:00:00","guid":{"rendered":"https:\/\/humantic.ai\/blog\/?p=456"},"modified":"2022-11-30T12:49:50","modified_gmt":"2022-11-30T07:19:50","slug":"how-to-win-in-sales-dont-be-a-salesperson-be-a-person","status":"publish","type":"post","link":"https:\/\/humantic.ai\/blog\/how-to-win-in-sales-dont-be-a-salesperson-be-a-person\/","title":{"rendered":"How To Win In Sales: Don&#8217;t Be A Salesperson, Be A Person!"},"content":{"rendered":"\n<p>The best salespeople are those who can make a buyer feel like they are the only person in the world \u2014 not just by highlighting how they would uniquely benefit from buying their product or service, but also at a deeper, more personal level.\u00a0That&#8217;s how they stand out from the average salesperson.<\/p>\n\n\n\n<p>Even run-of-the-mill salespeople think about their customers\u2019 needs and preferences, but more often than not, they give in to temptations and end up acting \u201csalesy\u201d. Great salespeople, on the other hand, actually get excited about what their product can do for their customers, and how it could change their lives for the better. Because they know \u2013 as counterintuitive as it may sound \u2013\u00a0 that actually helping your buyers is the fastest way to get a deal across the finish line.\u00a0<\/p>\n\n\n\n<p>After all, people only buy from people that they trust. And boy, do people actively distrust salespeople &#8211; especially ones that sound stereotypically salesy.<\/p>\n\n\n\n<p>Here\u2019s a no-frills guide to help you take a step back and be a person; not a salesperson.\u00a0<\/p>\n\n\n\n<div class=\"wp-block-ht-block-toc  is-style-outline htoc htoc--position-wide toc-list-style-plain\" data-htoc-state=\"expanded\"><span class=\"htoc__title\"><span class=\"ht_toc_title\">Table of Contents<\/span><span class=\"htoc__toggle\"><svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"16\" height=\"16\"><g fill=\"#444\"><path d=\"M15 7H1c-.6 0-1 .4-1 1s.4 1 1 1h14c.6 0 1-.4 1-1s-.4-1-1-1z\"><\/path><path d=\"M15 1H1c-.6 0-1 .4-1 1s.4 1 1 1h14c.6 0 1-.4 1-1s-.4-1-1-1zM15 13H1c-.6 0-1 .4-1 1s.4 1 1 1h14c.6 0 1-.4 1-1s-.4-1-1-1z\"><\/path><\/g><\/svg><\/span><\/span><div class=\"htoc__itemswrap\"><ul class=\"ht_toc_list\"><li class=\"\"><a href=\"#htoc-when-in-discovery-calls-do-real-discovery\">When in discovery calls, do real discovery<\/a><\/li><li class=\"\"><a href=\"#htoc-you-can-mean-business-while-still-being-human\">You can mean business while still being human<\/a><\/li><li class=\"\"><a href=\"#htoc-it-s-better-to-be-authentic-and-unlikeable-than-inauthentic-and-likable\">It\u2019s better to be authentic and unlikeable than inauthentic and likable<\/a><\/li><li class=\"\"><a href=\"#htoc-treat-the-deal-like-a-milestone-not-a-destination\">Treat the deal like a milestone; not a destination<\/a><\/li><li class=\"\"><a href=\"#htoc-help-your-buyers-even-when-it-doesn-t-help-yourself\">Help your buyers even when it doesn\u2019t help yourself<\/a><\/li><li class=\"\"><a href=\"#htoc-closing-notes\">Closing notes<\/a><\/li><\/ul><\/div><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-when-in-discovery-calls-do-real-discovery\">When in discovery calls, do real discovery<\/h2>\n\n\n\n<p>Almost unconsciously, most salespeople end up asking leading questions in discovery calls\u2026 framed in a way that\u2019ll work favorably for progressing a deal forward, instead of actually digging into the buyer\u2019s pains.&nbsp;<\/p>\n\n\n\n<p>You can\u2019t truly help a buyer without knowing what\u2019s hurting them. It\u2019s crucial to be curious, and active listening can go a long way. Train the salesperson in you to fight that temptation to frame every question in a way you get a desirable response. Get real responses instead by bringing your true authentic self to every <s>sales<\/s> conversation.&nbsp;<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-you-can-mean-business-while-still-being-human\">You can mean business while still being human<\/h2>\n\n\n\n<p>It\u2019s easy to get caught up in details. Let\u2019s say you\u2019re in a tough negotiation spot with a buyer and not exactly seeing eye to eye. The salesperson in you would constantly think about how to \u201covercome\u201d this situation. Which is fair. But remember &#8211; meaning business and being human aren\u2019t mutually exclusive.<\/p>\n\n\n\n<p>Don\u2019t lose your sense of humor or forget to engage in small talk \u2014 remember the things that are most important to your buyer, even outside the deal. Only warning: <a href=\"https:\/\/humantic.ai\/blog\/handle-sales-objections-with-personality-ai\/\">know what kind of customer you&#8217;re working with<\/a> before spilling your guts to them.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-it-s-better-to-be-authentic-and-unlikeable-than-inauthentic-and-likable\">It\u2019s better to be authentic and unlikeable than inauthentic and likable<\/h2>\n\n\n\n<p>It\u2019s always a good idea to be human every step of the way: honest, empathetic, and communicative. It\u2019s tempting to be likable at all costs in sales, <a href=\"https:\/\/humantic.ai\/blog\/sales-relationships-as-romcom-tropes\/\">much like in romantic pursuits<\/a>. But in both cases, it\u2019s better to be authentic and unlikeable, than inauthentic and likable. Of course, if you can find a way to be both authentic and likable, there\u2019s nothing like it. A little insight from <a href=\"https:\/\/chrome.google.com\/webstore\/detail\/humantic-ai\/iklikkgplppchknjhfkmkjnnopomaifc?hl=en\">your favorite personality AI<\/a> tool can get you exactly that.<\/p>\n\n\n\n<figure class=\"wp-block-embed is-type-video is-provider-youtube wp-block-embed-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe loading=\"lazy\" title=\"How To Become An Authentic Seller - Hear It From Jeff Kirchick, Author of Authentic Selling\" width=\"770\" height=\"433\" src=\"https:\/\/www.youtube.com\/embed\/3b9IytFfPN0?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture\" allowfullscreen><\/iframe>\n<\/div><figcaption>Jeff Kirchick, GTM Leader and Author of Authentic Selling speaks about authenticity in sales<\/figcaption><\/figure>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-treat-the-deal-like-a-milestone-not-a-destination\">Treat the deal like a milestone; not a destination<\/h2>\n\n\n\n<p>If you\u2019re always exuding Big Salesperson Energy, it\u2019s going to affect your organization\u2019s revenue in the long run, and not in a good way. Even if you end up being more salesperson and less &#8216;person&#8217;, chances are you will still create some opportunities, and close some deals. But what happens after the deal is done and the paperwork is through? Your relationship with your buyers will translate into your organization\u2019s relationship with its customers. If your relationship is transactional to begin with, chances are the subsequent relationship is transactional as well.\u00a0<\/p>\n\n\n\n<p>A purchase decision is simply a milestone in your company\u2019s relationship with your customers. An important milestone that allows you to spend more time setting them up for success, but a milestone nonetheless.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-help-your-buyers-even-when-it-doesn-t-help-yourself\">Help your buyers even when it doesn\u2019t help yourself<\/h2>\n\n\n\n<p>The best salespeople have a genuine desire to help others. If your buyers have a need for what you\u2019re selling and don&#8217;t see it, that&#8217;s a different story. But if they truly have no need for it,\u00a0 maybe you can sell them, and maybe they\u2019ll even buy, but at that point, you\u2019re putting your best interest over your buyer\u2019s, and that\u2019s just being a salesperson instead of a person all over again. Even on the business end, you might be setting yourself up for long-term churn and that&#8217;s bad news for everyone involved.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-closing-notes\">Closing notes<\/h2>\n\n\n\n<p>You\u2019re selling something that will truly benefit your buyers. A product, a solution that makes their life easier. Your buyers might have a genuine need for your product but decision-makers across the board are fatigued with salespeople pitch slapping them everywhere they go.\u00a0<\/p>\n\n\n\n<p>And there\u2019s only one way to break through your buyers\u2019 mental spam filter. Don\u2019t be a salesperson; be a person.<\/p>\n\n\n\n<p><a href=\"https:\/\/humantic.ai\/start?utm_source=website&amp;utm_medium=blog&amp;utm_campaign=be-a-person\">Try Humantic AI today<\/a>, to start being your authentic self in your sales interaction while still communicating in a way that resonates with your buyer.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>The average salesperson thinks about their buyers&#8217; needs, but often give in to temptation and act too salesy. Great sellers know when and how to dial it down.<\/p>\n","protected":false},"author":1,"featured_media":457,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_mi_skip_tracking":false,"footnotes":""},"categories":[23,21],"tags":[],"class_list":{"0":"post-456","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"has-post-thumbnail","7":"category-authentic-personalization","8":"category-personalization"},"_links":{"self":[{"href":"https:\/\/humantic.ai\/blog\/wp-json\/wp\/v2\/posts\/456","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/humantic.ai\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/humantic.ai\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/humantic.ai\/blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/humantic.ai\/blog\/wp-json\/wp\/v2\/comments?post=456"}],"version-history":[{"count":1,"href":"https:\/\/humantic.ai\/blog\/wp-json\/wp\/v2\/posts\/456\/revisions"}],"predecessor-version":[{"id":458,"href":"https:\/\/humantic.ai\/blog\/wp-json\/wp\/v2\/posts\/456\/revisions\/458"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/humantic.ai\/blog\/wp-json\/wp\/v2\/media\/457"}],"wp:attachment":[{"href":"https:\/\/humantic.ai\/blog\/wp-json\/wp\/v2\/media?parent=456"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/humantic.ai\/blog\/wp-json\/wp\/v2\/categories?post=456"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/humantic.ai\/blog\/wp-json\/wp\/v2\/tags?post=456"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}