Sales Training Seminars and Tips

Are You A Sleazy Salesperson? You May Not Know It!

We all recognize that person who just rubs us the wrong way. The person who, no matter how well intentioned they are, just can't seem to make a connection; who sets off your sleaze-o-meter within the first few minutes of conversation and makes your skin crawl. You just can't put your finger on it, but there is something about them that says that they are someone to stay away from.

But did you know, that those people usually don't know what they are doing that makes people react to them the way that they do? And did you also know that there are many small things that we can unknowingly do that give us the same results?

Sleazy Salesperson Factor #1 - Not Listening

As real estate agents we often get treated like used car sales people. People assume that we are trying to sell them something they don't want and they don't trust us. One of the quickest ways to reinforce that underlying assumption by the prospect is to not listen to what the prospect is saying. Sadly, rather than listening, we are often thinking about what we are going to say next. It's not our fault - it's endemic in our culture. But it does add to the sleaze factor.

Sleaze Solution: Stop thinking about the next step and stay present with the person as they speak. Ask questions and dig deeper into the issues of what they are saying. And only when they feel completely heard, move on with the conversation.

Sleazy Salesperson Factor #2 - Getting Names Wrong

Everyone loves the sound of their own name. We can't help it - it makes us feel important and valued. Getting someone's name wrong is a sign of uncaring. This is true whether you are misspelling the name in an email (especially true if it is right there in front of you and you do it anyway) or saying Carolyn when the person's name is Caroline.

Sleaze Solution: If someone's email signature is Douglas, but his wife calls him Doug, ask which he prefers you to call him by. Taking the care to know someone's name is an indicator that you'll take the time to get to know them too.

Sleazy Salesperson Factor #3 - Not Respecting Boundaries

People have nightmares about the "pushy salesperson" - the person who ignores your "no" and who can't hear you when you say that you need time to think. But did you also know that there are physical cues that can set off these same red flags? Being closer than three feet from the other person when talking (assuming a low-noise environment), can set people's nerves on edge and make them feel uncomfortable and unsafe. Touching someone who doesn't like to be touched of for whom touching is culturally or religiously unacceptable is another way of setting people off.

Sleaze Solution: If you hear someone putting you off or saying "no" when what they really mean is "I'm not sure", be sure to acknowledge the 'no' or the 'not now' first, before you go into objection handling. Get permission to offer a new perspective before launching into your reasons why they should say "yes" now. It will go a long way towards helping the other person hear you.

Pay attention to people's reactions to you. If someone is leaning back from you when you speak, take a small step back and see how they respond (and check your breath - it might stink). If the person is highly religious or seems to be fastidious or stand-offish, you may want to avoid physical contact without permission. If in doubt, ask the other person if it is OK to touch them. The question alone will go a long way towards expressing your respect for them.

Sleazy Salesperson Factor #4 - Being Funny (NOT!)

It's great to tell an off-color joke to your friends who you know will appreciate it. But don't bring it into your work. Yes, getting people to laugh is a great sales tool. Do it with grace and finesse, not with lewd or (please don't do this) ethnic/racial jokes. Even blonde jokes are things to avoid. If your brand of humor involves making someone else the brunt of your jokes, then you leave the listener with the question in their mind of when they will become the next person to be made fun of.

Sleaze Solution: Humor should be good-natured. It should be a wistful laughing at the trials of life and a way of bringing you and the listener together. It can even be a quirky way of looking at something that allows someone to see the humor in the situation. It should never be mean or hurtful or denigrating. It is better to avoid trying to use humor than to flop using bad humor.

Sleazy Salesperson Factor #5 - Espousing Strong Religious or Political Beliefs To Non-Believers

Not everyone shares your beliefs. A sure way to put people off is to share your beliefs with others without their permission. The stronger the belief or conviction, the more you should avoid talking about it. Others can feel stifled by your fervency and feel obligated to agree when they don't.

Sleaze Solution: Preach only to the choir. If you know someone shares your beliefs, then by all means share those beliefs and bond over them. If you don't know for certain that this is how the person feels, then avoid the topic altogether.

The best way to avoid being unintentionally sleazy is to pay attention to what other people are saying and the reactions you're getting. Ask a few close friends (ones close enough to tell you the truth) if you have challenges in any of the areas above. If you need to, study books on body language to help you interpret the clues that others are giving you. No one wants to be a sleazy salesperson, and yet some people are. Make an effort to make sure you're not one of them.

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