It has always been asserted that in order to have a successful sales career you must be a people person. Of course it helps if you are not arrogant, mindless and non-caring. But it is also true that you don’t have to like people “carte blanche.”
Marchev’s Rule: It is in your best interest if you like the people you like. It is also in your best interest to consistently show them that you like them.
Please don’t misinterpret my rule. I am simply highlighting the fact that you can’t like everybody equally and still plan to be effective. I would like to offer a key caveat to this “liking people” thing. I want you to like the people worth liking.
There is a subtle difference. If you adopt the blanket statement “I like people,” you set yourself up for disappointment coupled with a whole bunch of wasted time.
People are not all built the same. Some are honest…some are not. Some are fun to be around…some are not. Some people have emotional intelligence, while others do not. Some people appreciate what you do for them while others find solace in taking advantage of you. There are people who you would do anything for. There are others who you wouldn’t cross the street for. I think you are getting my point.
If you want to be successful in business today, you have to do some pretty super-human things for your prospects and customers. For this to happen, it will help enormously if you like them. It is easy to work with people we like. It is a chore to be around the folks that we find fault in.
Therefore, I want you to like the people you like, and always be prepared to go to bat for them at a moment’s notice. I want you to let the “others” (also people) find their way to your competitor’s place of business. Yes, I am suggesting that you become more selective with whom you decide to work with.
Does this make you an elitist? No, it does not. It makes you a smart businessperson who spends the majority of their day seeking win-win relationships.
In the truest sense, this is a great example of target marketing. Target good people, and then make it your business to service the “bajeebers” out of them. Allow the “others” to figure it out for themselves.
Mike Marchev has plenty of stories, strategies and tactics to keep you on top of your game.
Mike will be conducting his 5th annual Travel Sales & Marketing Business Development Cruise, sailing the Freedom of The Seas from Ft. Lauderdale. Email him at firstname.lastname@example.org for complete details. Five cabins are still available.
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