Have you ever been really upset at a salesperson? Or written a thank you letter to a salesperson? I am confident you can remember a negative personal purchase experience and also a positive personal purchase experience. These experiences can be important in your development as a sales professional. Life is often our best teacher; you just need to look for the lessons in such situations.
There are 10 basic questions that can help you look for lessons from these previous situations.
The first series of questions will help you learn from negative personal purchase experiences:
1. Develop a list of salespeople you have purchased from, which you would not want to buy from again.
2. What did they do that made it a negative purchase experience?
3. What did they not do that made it a negative purchase experience?
4. What type of personality did they show towards you?
Once you have completed this exercise, create a list of what traits those salespeople possessed that had a negative effect on your sales experience. After you have completed this list, ask yourself this next question.
5. Do I present myself in any of the same manners as the salespeople I have had negative experiences with?
Reflect on that list and truthfully answer whether you present yourself in any of the same manners when you are the one selling. If you find an approach, attitude or deficiency negative in another salesperson, there is a strong likelihood that if you share any of those traits, your customers and prospects may be having the same reaction to you. If you share any of the negative traits, consciously work at changing those traits so that your customers have a better purchase experience.
Now it’s time to create the second list. This is the list of positive traits that you have experienced when you have been in the purchase process.
These questions will help you learn from positive personal purchase experiences:
6. Develop a list of salespeople you have purchased from, which you would want to buy from again.
7. What did they do that made it a positive purchase experience?
8. What did they not do that made it a positive purchase experience?
9. What type of personality did they show towards you?
Now it’s time to create a list of what traits those salespeople possessed that had a positive effect on your sales experience. After you have completed this list, ask yourself this next question.
10. Do I present myself in any of the same manners as the salespeople I have had positive experiences with?
Now reflect on this list and truthfully answer whether you don’t possess certain traits that you yourself look for when purchasing a product or service. If you find an approach, attitude or strength positive in another salesperson, that you don’t have, there is a strong likelihood that you can increase your sales success rate if you work hard to develop the traits you have admired in other sales people.
In sales it is important to put yourself in the other person’s shoes. The steps above can help you identify areas in which you can improve as a sales professional. If you take the time to answer those questions, you will be a better salesperson.
What other questions have you found helpful in learning from people selling to you? I appreciate your feedback.
David Domos developed WhyBuyFromYou.com to provide content to help small businesses develop their branding, marketing and sales systems. In the past he held key leadership positions for a fortune 500 company. That company led the market in both sales and brand awareness and David was a significant contributor to its growth. David has been on the Amazon.com best seller list in their Direct Marketing, Communications and Entrepreneurship categories. He is a student of sales, marketing, branding & small business growth, continually focusing on the reasons people buy. Follow him on Twitter @WhyBuyFromYou or visit www.whybuyfromyou.com.