Do Unto Others

A s children, we were taught to treat everyone as we want to be treated. As adults, that premise still rings true, especially in the corporate sandbox. Just because prospects have the interest of their business at heart doesn't mean they are devoid of one. They are still human and deserve to be treated as such.

What salesperson hasn't experienced the negativity surrounding such attitudes as, "Salespeople are pushy. They're only interested in making a buck for themselves. They'll do anything for a sale." Remember how bad it feels to be on the receiving end of those statements. Are you guilty of doing the same to prospects?

Take the following quiz. If you answer yes to even one, it might be time for an attitude adjustment.

+ Have you ever used the words "rude," "arrogant" or "self-absorbed" when describing a prospect? Sticks and stones may break bones, but words will sabotage a sale every time.

+ Do you see your prospective customer as only a "manager," "owner" or, even worse, just an "accountant?" Approaching your prospect as a person first will set the tone for a positive presentation.

+ Do you forego putting prospects at ease and forge ahead with a sales pitch? If your prospect isn't comfortable with how you are saying it, they won't care what you're saying. Be personable, establish a bond of trust and your bottom line will surely benefit.

+ Do you believe what you have to say is more important than what your prospect is trying to say? We have two ears and one mouth . so we can listen twice as much as we talk.

+ Have you offered advice that was more beneficial to your bottom line rather than your prospect's? Make sure integrity is grounded in all aspects of your approach. You'll not only close more accounts; you'll also increase referrals.