Be friendly rather than professional, sales managers advised
June 29, 2009When it comes to concerting leads into sales, "friendly beats professional every time", a leading expert has advised.
Sharing his top sales tips with the website Ocala.com, Jeffrey Gitomer, the author of 'The Sales Bible' explains that, while clients and prospective customers are likely to be won over by a professional pitch, it is personality that is most likely to lead them to sign on the dotted line.
Speaking from personal experience, he explained that he is always far more likely to form a rapport with a sales manager who goes out of their way to be outgoing and friendly, rather than one who simply sticks to the standard pitch.
He advised: "You can act professionally, but when you speak, it should always be in a friendly manner.
"Be conversational rather than contrived - to me friendly is conversational. Professional is contrived."
What is more, Mr Gitomer also revealed that the most effective sales managers are those that are able to form an "emotional" bond with their customers, for example through beginning their pitch with a personal question such as 'Where did you grow up?'.
These tips come as the Essex Federation of Small Businesses (FSB) has announced that it is to host a workshop on how to 'Beat the Recession and Boost Sales' next month, with the event set to be popular among those working in both sales jobs and professional sales training.
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