Sales is, at its core, about making people happy. A happy prospect is more likely to buy from you, and a happy customer is more likely to refer you to friends and family. But far too often, salespeople focus so much on convincing people to buy, that they forget they should also aim to make people happy.
While human interactions are complex, you shouldn’t necessarily overthink the seller – prospect relationship. Oftentimes, what prospects and customers require to make them happy is actually quite simple. Salespeople who learn how to prioritize their prospect’s happiness will give themselves a competitive advantage. Here are eight tips that will help:
If you’re looking to make prospects happy, listening should always be top of mind. Many people don’t feel heard, especially when dealing with salespeople, so they’ll appreciate you that much more if you take the time to listen.
2. Make the prospect feel important
Humans also have an innate desire to feel important, or, at least, not unimportant. Mary Kay Ash, the wildly successful founder of Mary Kay cosmetics once famously said, “Pretend that every single person you meet has a sign around his or her neck that says, ‘Make me feel important.’ Not only will you succeed in sales, you will succeed in life.” Heed this advice if you want to make prospects happy.
3. Treat prospects as individuals
Salespeople talk to so many people that it can sometimes feel like we’re having the same conversation over and over again. It’s important, however, to remember that each person is an individual, and whether or not their situations are similar to others, they have their own unique needs, thoughts, and concerns. If you get into this state of mind, you’ll start to develop better individual relationships with prospects, which will make them much happier with your service.
4. Always keep your promises
If you say you’re going to do something, do it. If you can’t, then don’t make promises. Nothing will make a prospect unhappier than their salesperson breaking their word, whether it’s intended or not. On the other hand, somebody who calls when they say they’re going to, provides the information promised, and delivers the goods, is likely to keep the prospect delighted.
5. Ask prospects what they want
Instead of trying to deduce what a prospect is thinking or what they want, you should constantly be asking for their feedback. Not only should you ask what they want, but you should also ask how you can do things better. Their answers might surprise you, and some requests might be unattainable, but just asking can be enough to make a weary prospect into a happy one.
6. Overdeliver (whenever you can)
If you’ve ever gotten more than you’ve expected, then you know the joy that comes with the surprise. While intentionally holding back something special does have some potential to backfire, it can also give the impression that you went to bat for your prospects. A prospect will always be happier when you underpromise and overdeliver compared to when you do the opposite.
7. Thank your prospects
Far too many salespeople go through the entire sales process without thanking the people being asked to part with their hard-earned money. Not only is this poor etiquette, it’s also a missed opportunity to make the customer feel appreciated. Thank them for returning your calls, for signing the paperwork, and even thank them if they have a complaint. It’s an easy way to build goodwill, and it should be common sense.
8. Be human
At times it might seem like we’re all just cogs in the giant wheel of business, but it’s important not to lose sight of our humanity, especially when dealing with other humans. When you build a relationship with prospects, they tend to reveal more about themselves than they would during surface-level business talk, whether it’s slightly personal, or somewhat emotional. There are boundaries, of course, but showing some humanity to your fellow woman or man can go a long way, and allow both of you to walk away happier.