The Salesperson's Scream: Understanding Professional vs. Unprofessional Approaches

Have you ever encountered a salesperson who seemed to ooze confidence and enthusiasm, but left you feeling uncomfortable or unimpressed? Sometimes, the difference between a memorable and a forgettable sales interaction is as subtle as the manner in which the salesperson listens, speaks, and engages with you. In this article, we’ll explore the distinguishing factors that set professional salespeople apart from their unprofessional counterparts.

Professional vs. Unprofessional Sales Techniques

When it comes to sales, the way you communicate and interact with potential customers can make or break your relationship. Let’s break down the key differences between a professional and an unprofessional sales approach.

Professional Salesperson

A true professional salesperson listens for 90% of the time. They genuinely want to understand the customer's needs, challenges, and preferences before pitching any solutions. This approach fosters trust and builds a lasting relationship based on mutual understanding. Furthermore, professionals are committed to solving the customer's problems, not just closing the deal.

Unprofessional Salesperson

In contrast, an unprofessional salesperson talks for 90% of the time. Their primary focus is on making the sale as quickly as possible, often at the expense of the customer’s needs or satisfaction. They may make grand promises without true regard for follow-through, and their aggressive push to close the deal can come off as arrogant or disrespectful.

The Agreeable Taker Attitude

A particularly insidious form of unprofessionalism is the “agreeable taker” – the person who consistently agrees with everything you say, but in reality, expects you to do all the work or provide everything without giving back anything in return. This behavior can be indicative of a lack of integrity and a true understanding of customer service.

To avoid falling into this trap, it’s essential to recognize and address the signs of an agreeable taker. Professionals understand that negotiation is a two-way street and that both parties should benefit from the interaction. They don’t just take; they also give meaningful value to the relationship.

Adam Grant’s Personality Types

For a deeper understanding of these personality types, you can refer to Adam Grant’s classification of personality types on TED. In his talk, Adam explores various dimensions of human behavior, including those relevant to sales and communication.

Grant highlights the importance of recognizing that people are a blend of givers (who aim to help others) and takers (who prioritize their own needs). In sales, the ideal approach is often one that aligns more with the giver model, as it fosters long-term relationships built on trust and mutual benefit.

Conclusion

The sales interaction is much more than a simple transaction; it’s an opportunity to build trust and establish rapport. By understanding the distinction between professional and unprofessional sales approaches, you can improve your own interactions and, in turn, enhance your chances of closing a deal successfully. Remember, a professional salesperson listens, solves problems, and treats you with respect – just like you should treat them.

For more insights on sales and communication techniques, visit Adam Grant's TED Talk and explore the vast resources available online to refine your sales approach.

Keywords: sales technique, professional salesperson, unprofessional salesperson