Good Guys Don’t Finish Last!
Many salespeople believe that ‘good guys finish last’, however those that really matter – that is buyers – don’t agree.
The stereotypical salesperson is a super confident, fast talking, go getter who just won’t take ‘no’ for an answer.
He, or she is a Type A personality, who is prepared to do what ever and perhaps even say what ever is required to close the sale.
In the relentless pursuit of the sale, he, or she eats the less cocky salesperson for breakfast. Well, that is the stereotype that has long pervaded sales. The only problem is that it is wrong.
Buyers are clear in describing the type of salespeople they want to deal with, and the sales stereotype couldn’t be farther from it. After all, show me a buyer that wants to deal a fast talking, insincere, arrogant, or pushy seller – they just don’t exist.
Buyers want to talk to salespeople who are helpful, honest, knowledgeable and sincere. They want to deal with salespeople who are not over-friendly, nor are they pushy or insincere.
Buyers are increasingly keeping salespeople are arms length. The exception is those sellers who play by the rules, including not going around the buyer to get access, invest the time. They only open up and engage with sellers who make the effort to understand the buyer’s needs and by demonstrating a genuine commitment to helping the buyer to solve his, or her problems earn the buyer’s trust.
Buyers continue to turn the stereotype of the cocky salesperson on its head, while clinging to old fashioned notions, such as; trust, credibility and integrity. These hard to fake ideals have more to do with character than technique.
So, it is clear that buyers don’t believe ‘that good guys finish last!’ The people that they like dealing with, the people that they buy from, have more in common with Gandi than Atillo the Hun!