True or False? Likability is a crucial sales trait. If you answered False, you are correct.
Being likable is not necessary to succeed in sales. And those who focus on it as a priority are destined to fail, says J. Keenan. He explains that customers care far more about the value of what they’re buying than they do about the person selling it to them.
Be an expert, not a friend,” J. Keenan
Source: Harvard Business Review, March 22, 2019. Link. Keenan shares three crucial steps to demonstrate expertise:
- Dig for root causes
- Don’t stop at the first “yes.”
- Learn the process, not just the problem
INSIGHTS: Attention salespersons and all animal health pros!
Every customer interaction is part of the sale even if you never write the actual order or invoice. – Anonymous