Being Nice vs. Getting Results

Brandon, in sales "being nice" and "being successful" aren't necessarily mutually exclusive. I'm not positive but I'm reasonably sure that in my 30+ years selling, no one "disliked" me.

In point of fact, I'd like to think that I could call-back everyone and be remembered in favorable tones. In each company, I tried my darndest to meet an array of people. On the one hand, I felt that my sales efforts would cross numerous departments, so, broad support would be beneficial. On the other, it made the job enjoyable.

I tried to communicate with these contacts and, where possible, I involved them in "the process". Throughout the 30 year adventure, I've worked diligently to maintain a network. A fair number of those on my network are past clients. Where the relationship started, I never "tried to be nice", rather, I tried to be considerate and professional. When I call someone from the network a friend, I genuinely mean "friend" in the warmest sense.

I think the bottomline is: if you are a in the right trade, you'll make friends whatever you're doing!

Good luck & good selling!
Pat

Quote:

Originally Posted by OUTSource Sales

Brandon, in sales "being nice" and "being successful" aren't necessarily mutually exclusive. Pat

AGREED and confused.

I looked up the definition of "nice" in the Merriam-Webster and the Encarta dictionaries. The word "nice" has so many different meanings that it is highly subjective and almost meaningless.

Many salespeople who refer to themselves as "nice" feel prospects are more important than themselves, or act that way. Those salespeople go overboard in complying with a prospect’s every demand. They tend to be overly courteous – to the point of appearing obsequious.

The "nice" that Pat described seems to be indicative of relationships of mutual trust and respect betwwen equals. Courtesy, consideration and cooperation occur naturally in those relationships.

Quote:

Originally Posted by Skip Anderson

Jorel,
Yes, a variety of qualities like a well prepared dish! That's a very good analogy.

Here are all twelve qualities of Wildly Successful Salespeople, at least in my thinking:
1. A Burning Desire to Make Sales Happen
2. Accountability
3. Assertiveness
4. Bouncebackability
5. Constantly Improving
6. Hard Working
7. Helpfulness
8. High energy, with focus
9. Likability
10. Perceptivenss, Skepticalness, & Wisdom (PSW)
11. Persuasiveness
12. Tenaciousness

The best to you!

I've said it before, but it bears repeating. Being analytical and bisociative has directly led to wild sales success for me and, indirectly, for others.

Quote:

Originally Posted by Wonderboy

I've said it before, but it bears repeating. Being analytical and bisociative has directly led to wild sales success for me and, indirectly, for others.

Bisociative? Is that a condition? What would be an example of that directly leading to sales success?

This is quite an excellent and thought provoking post. Being that I'm nursing my wounds from a bad situation - and that I'm trying to figure out what is wrong with my personality that I've allowed customers to walk on me - this post really resonates.

I believe I have been and always am sincere, forthright, and very pleasant with my customers and prospects. I've never had any not like me. But - herein lies some problems. I need to temper my niceness with keeping my eyes on my own prize - not so much on theirs. There has never ONCE been a situation where sacrificing my time for something I'm not being paid to do has ever resulted in a benefit for my own betterment. You could go into the karmic and spiritual side of that - but I won't do that here.

So yes, I need to focus very hard on how to be nice enough to be the person I really am ... but not so nice that I neglect to keep myself moving swiftly towards my goals.

I'll be thinking a lot about this.

(Excellent story from Jorel too!)

The more we forget about ourselves, whether on a date or across the desk from a prospect, the better the result. Being self conscious (or should I say too self conscious?) stops us from focusing on them.

I cannot help but think about a comment made by Skip in another thread on an dissimilar topic;

Quote:

It isn't about the product. It's about the prospect.

It really is about them, isn't it?

Quote:

Originally Posted by servicebiz

This is quite an excellent and thought provoking post. Being that I'm nursing my wounds from a bad situation - and that I'm trying to figure out what is wrong with my personality that I've allowed customers to walk on me - this post really resonates.

I believe I have been and always am sincere, forthright, and very pleasant with my customers and prospects. I've never had any not like me. But - herein lies some problems. I need to temper my niceness with keeping my eyes on my own prize - not so much on theirs. There has never ONCE been a situation where sacrificing my time for something I'm not being paid to do has ever resulted in a benefit for my own betterment. You could go into the karmic and spiritual side of that - but I won't do that here.

So yes, I need to focus very hard on how to be nice enough to be the person I really am ... but not so nice that I neglect to keep myself moving swiftly towards my goals.

I'll be thinking a lot about this.

(Excellent story from Jorel too!)

Servicebiz, thanks for your post.

Top sales performers have 12 qualities. Three of the twelve are: helpfulness (or niceness, if you prefer), a burning desire to make deals, and assertiveness (which, by the way, is distinctly different from aggressiveness).

So go ahead and be nice to your prospects. Be really nice.

But also make sure that, in addition to niceness, you have a burning desire to make sales (that's what salespeople get paid to do) and assertiveness (respect for all involved including yourself). You need all three of those qualities to be a top performer.

The best to you!

Being Nice vs. Getting Results

Self Improvement - Personal Development Forum