Home > Consumer Behavior > Prospective buyers don't have to like the salesperson

Prospective buyers don't have to like the salesperson

LIKE: to feel attraction toward or take pleasure in : enjoy <likes baseball> (Merriam-Webster Dictionary)

Based on the definition above, found in the Merriam-Webster Dictionary, it is easy to see why prospective buyers don't have to "like" the salesperson involved in their sale.

You might find a different definition, you might even have your own personal definition, of what it means to "like" the salesperson. That is to be expected.

Since different people have different definitions getting a message across can be a bit frustrating at times. So...

Forgetting about definitions for a moment... what do you think it really means to "like" a salesperson in the context of people like to buyer from people they know, like and trust? - by Vito
LIKE: to feel attraction toward or take pleasure in : enjoy <likes baseball> (Merriam-Webster Dictionary)

Based on the definition above, found in the Merriam-Webster Dictionary, it is easy to see why prospective buyers don't have to "like" the salesperson involved in their sale.

You might find a different definition, you might even have your own personal definition, of what it means to "like" the salesperson. That is to be expected.

Since different people have different definitions getting a message across can be a bit frustrating at times. So...

Forgetting about definitions for a moment... what do you think it really means to "like" a salesperson in the context of people like to buyer from people they know, like and trust?
I'm on my way out to a meeting... but the short story would be

That he's prompt
That he be trustworthy
That he be looking out for me.

Much Aloha... :cool: - by rattus58
I'm on my way out to a meeting... but the short story would be

That he's prompt
That he be trustworthy
That he be looking out for me.

Much Aloha... :cool:
I agree... in addition... to be courteous, professional and not pushy or annoying or obnoxious. Some people may not "like" you per se... as they don't know you but if you rub them the wrong way they will for sure not do business with you. Life is too short to have to deal with aholes!! - by Andrea
No, they don't have to like the salesperson, but tie favor the runner. Most people prefer to buy from people they like.

In the end, you either deliver results or you don't and that can take "like" right out of the equation. - by mmaisel
Transactions can be made even if you don't like the sales person although you rely solely on your product, your offer and your customer to create their own perception of vaule. - by MrCharisma
I agree that customers don't have to like the salesperson. Just as long they have enough confidence to buy from them. - by Polysquared
Trouble is, buying behaviour is too thin on the ground to make a living so we have to depend on selling bahaviour.

For selling behaviour to work....they have to like you. - by helisell
Too bad Vito is not around to discuss this further with us... - by Andrea
If the buyers like you it's always a good sign because they also trust you. - by Polysquared
Likability is a trait of top performing salespeople. Does it mean that a customer "has to" like you? No, of course not. But it's an asset just like any professional asset.

As to the definition of liking a salesperson, liking a salesperson is no different than liking a neighbor, friend, coworker, or any other human being.

Skip - by Skip Anderson
Liking the sales person is beneficial to the sale. However, Trusting the sales person is imperative to the sale. I think there is far to much emphasis placed on having the prospect like you and not enough emphasis placed on earning the prospects trust. - by Harold
Liking the sales person is beneficial to the sale. However, Trusting the sales person is imperative to the sale. I think there is far to much emphasis placed on having the prospect like you and not enough emphasis placed on earning the prospects trust.
Trust--confidence--is SO important.

I want to add that being able to identify conditions of mutual trust (and respect) is a valuable asset in selling. Unfortunately, it is a topic that does not get enough exposure in what passes for sales training today. - by Ace Coldiron
I agree with Skip that likability is indeed a trait of TOP performing salespeople, but I dont believe it is necessary to be successful.
I believe a customer doesnt have to like you, they just have to feel that they wont be decieved by you. How do you get someone to trust you without liking you? You establish a sense of integrity. Integrity to me is established through commonality, empathy, proficiency and professionalism, and it has to be established very quickly. All they have to do is trust you just a little bit. Only once they do that will they feel comfortable enough to buy something from you. - by radanders01
Sorry Harold and Ace. I didnt see your posts because I was typing right after Skip. But I completely agree with the two of you. - by radanders01
Would you agree that a client liking the sales professionals does build trust? It is much easier gaining trust when the client likes you. You lose that trust when unethical behavior enters the equation.Being honest and ethical is a requirement.

Trust and like go hand in hand with one another adding to an enjoyable owning experience by the client.

Is it a requirement that the client like the sales professional. No not at all. However we are here to help sales people become sales professionals and having the client like you builds trust. With b2c this likability that turns into trust results in a long term relationship that bypasses Joes down the street is cheaper and thier friend who just had this done for way less.

Do not sell the friend value short a professional and personal relationship goes a long way and can take more hits than an impersonal one built on a professional relationship only.

I have clients who refer me to thier friends and they tell their friends to do what ever I suggest.Pay the money and be done with it. I love that reputation and relationship. - by rich34232
I would wholeheartedly disagree. Most prospects naturally distrust sales people. Having a prospect like you is not a bad thing, but it does not always or even some of the time lead to trust. For example, think about people in your own life that you like. You have fun being with them, but do you trust them? Do you take their advice, no. When I go to the doctor I want competency and understanding. I want to trust him and his assessment of my situation. If I like him that is good, but not necessary.

Simply put, a prospect can say, "No" to a sales person they like, but saying "No" to someone you trust is far harder. This is because your perception of a person is different when you trust them. My clients trust me and some of them like me. I demonstrate my expertise and competency on every call. None of them dislike me, but what gets them coming back to me and not another sales person is that they trust me.

To summarize, as my mentor the best sales trainer I know says, "Where you put your trust is where you put your money." - by Harold
When I hear that a sales professional quotes; the majority of clients distrust them informs me that something is wrong. What happened during the first impression that said he is not trustworthy or I need to shield against this person?

An interesting dilemma happens when sales professionals get to talking .To disprove an idea they go to an extreme with defining trust and the likability factor. Trusting a client or the trust that the client has in the sales person is not the same trust that a wife or husband has. It is not the same trust that you have in your children or parents. Let us not try to compare the two. They are not related or relevant.

Quite often when the likability factor is brought into the equation they want to compare it to best buddies. That is not what is meant by like.

I wonder how many of anyone’s clients call to help them make decisions in their life that do not affect the business relationship. I am sure some do however the vast majority do not. How far does that trust really go? Business decisions only