Merriam-Webster defines it as “worthy of being or likely to be noticed especially as being uncommon or extraordinary”. If you have ever had the experience of being treated in such a fashion as to describe it as “being remarkable” you likely remember it. Remarkable is rare in the hyper-competitive, rush to deliver, and race to the bottom world we live in. The good news is that it’s never been easier to separate yourself from the crowd and be described as “remarkable” by those you serve. Here’s 4 essential ingredients to “being remarkable” as a sales representative.
Create a Connection
It starts with that first impression. Look in the mirror and ask yourself what stands out about you? Unfair as it may be, potential customers will judge you before they get to know you, starting with outward appearance. While you can’t change everything, you can choose to be intentional about what you do have control over. Good grooming, clean attire and shoes, and a genuine smile are all within your control.
Good communication starts with being present in the moment. Often your prospect has other things on their mind, and you have just disrupted their flow. There is an art and the science to breaking their preoccupation and you must do so if you want them to be present and attentive to what you have to offer. A best practice is to start by talking about something that has little to do with your offering, but something your prospect would very much be interested in talking about. For example, if you are selling direct to homeowners and you notice their well-manicured flower bed, compliment them. If it stands out to you, you can be assured they take pride in it and welcome the opportunity to receive a compliment.
You’ve made a good first impression, you broke preoccupation by talking about something of interest, and now it’s time to create curiosity. Let your prospect know why you are there by mentioning something or someone that will motivate them to want to learn more. Name dropping is an example of one way to create curiosity. When they know their neighbor is doing business with you, naturally they want to know why. Another example is if your offering has a limit. People tend to want something that they might not be able to get later.
Show Genuine Interest
All too often, sales representatives do most of the talking as they try to persuade the prospect to make a purchase. Rather than push, top sales representatives pull. Pull starts with asking good questions and sincerely listening for understanding.
You are trying to discover the gap between what they have now and what they would like to have. The sales representatives’ job is to bridge the gap. But first, you must understand what that gap is. It can be different for every prospect.
Bring Value
There is a reason you are needed. You must bring value to the buying process, or they don’t need you. Your job is to help them in their buyer’s journey. Your job is to educate them so that they make a good choice.
Sometimes prospects do not decide to purchase from you. Even if that happens, you want to leave them better than you found them. Be willing to give yourself away knowing that not every meeting will result in a sale.
Exceed Expectations
Once you make the sale, take responsibility for their experience. If you sell in an industry where fulfillment is handled by a service department, follow-up to ensure they had a positive experience. No matter how good their experience was with your sales process, if anything goes less than expected downstream, it’s a reflection on you. If, however, you follow-up, you can correct any shortcomings and still exceed expectations.
Be sure to treat them like a client, not like a transaction. Even if you sell a product or service where the purchase is made once with no opportunity for repeat business, you want to treat them like a client. This will lead to referrals and future business.
Conclusion
Being remarkable doesn’t happen by accident. Taking the time to be intentional in all 4 of these elements will move you to being remarkable – worthy of being or likely to be noticed especially as being uncommon or extraordinary (Merriam-Webster).