BigShrimpin

Account executive

Valued Contributor

People buy from people, or do they?

In my career I've received the feedback multiple times that I need to be more personable and build relationships make small talk etc. I'm direct person and I've always been proud to say I can really be myself when I'm selling.

I remember doing a training once with a different spin on the quote that really resonated with me "people buy from people... like them, and you share a personality with maybe 1/10 of the world so is that really what you want to rely on?" (shoutout to benjamin dennehy)

To some degree its a foundational belief that people should like you for who you are and when I get in cycles with people like me sure enough it tends to work well. That said the kind of person in my mind who response to the rapport building and flowery extra stuff that just isn't me would

1. be able to tell its fake

2. buy from me if the product has value to them anyways

As far as I know this has never held me back I've been a high performer across multiple roles while being my monotone to the point self because the people I sold to understood the value.

Curious others experience especially from those who "put on" their personality for sales calls and if you've noticed any kind of difference in outcome?

👑 Sales Strategy

18

24 comments

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oldcloser

Arsonist

8

💀

Mastery comes when you can play it both ways. There absolutely are buyers who buy from people they like. As a tiebreaker, of course this happens. Some buyers buy because they know how much you care. Some buy because they care how much you know. Room reading… key to figuring out what you’re selling to.

Sunbunny31

Politicker

3

Sr Sales Executive 🐰

Thank you for putting what I was thinking into words.
I rely on my integrity and honesty - and if my personality doesn't resonate with theirs, I'd like to think that at the very least, I'm building at least some level of trust.

oldcloser

Arsonist

2

💀

bing!

CuriousFox

WR Officer

3

🦊

B-I-N-G-O

Archie

Fire Starter

5

AE

Sales is hard and unpredictable. Being likable increases your chance of closing

HVACexpert

Politicker

2

sales engineer

Exactly

oldcloser

Arsonist

2

💀

Facts above. Welcome to the WR, Archie.

Kosta_Konfucius

Politicker

4

Sales Rep

It doesnt hurt to build good rapport with them, but its not going to be the sole reason why they buy. Main thing is being able to identify pains they didnt know they had

jefe

Arsonist

3

🍁

I think rapport is important. It's definitely not going to be WHY they buy, but it won't hurt and can really help.
They're more likely to be open and honest about delays and the realities of what's going on if they like you at least a little.
It doesn't all have to be flowery.

pirate

Big Shot

2

🦜☠️ Account Executive

I'm just myself and seems to work

oldcloser

Arsonist

2

💀

Well, not everyone is as predictably loveable as the @pirate
davai devushka!

pirate

Big Shot

1

🦜☠️ Account Executive

Aww

HVACexpert

Politicker

2

sales engineer

If you are Responsive, Knowledgeable, Empathetic, and Likable you will be good at sales.

oldcloser

Arsonist

2

💀

May I be so bold as to add: bullheaded, hungry, thick-skinned, and resilient af at the same time for behind the scenes ops?

SoccerandSales

Big Shot

1

Account Executive

Rapport is important but there is definitely a line. People can sniff out bullshit so if there isn't something natural there, probably best to not push it too hard

lowhangersalesbanger

Executive

1

Director of Sales

I always tell people they have to find their own voice. You cannot fake a perosnality and people will see through it and distrust you for it. I am a very monotone matter of fact talker, and it has never hurt me. What did hurt me was early career trainers telling me I needed to be more "upbeat" when I talk.
Just be genuine. People buy from people they like and people like genuine people.

JCG139

Member

1

Enterprise SDR

Is there not another topic just posted about AI or am I losing my mind?

Sunbunny31

Politicker

1

Sr Sales Executive 🐰

There are multiple each week. So it goes.
Now, are you losing your mind? Perhaps. But it's not for me to say.

BigShrimpin

Catalyst

1

Account executive

To expand on this thought I’m thinking back on times where I’ve bought from reps I didn’t like whether it was a car/phone/internet whatever it may have been and the only thing I remember is that I wanted to buy and get it over with to not deal with them again and get what I wanted. A bad seller wasn’t going to stand between me and solving my problem.

On the flip side I’ve not bought from reps that I did like and if anything it made me lean more towards ghosting them vs saying no because I felt bad for them not getting my business despite being super likable.

Maybe it’s confirmation bias or projecting my own experience but I feel like the only time liking the rep made the difference is when I was picking from multiple people for the same service (e.g I call my old boss when I want new internet setup even though I could just call the company or do it online because he makes it easy and I know he won’t fuck me over)

Justatitle

Big Shot

1

Account Executive

People buy from people they feel they have made some sort of connection with, whether that is personal or because you know your Sh*t, also usually depends on the dept. you are selling to. IT is probably a little dryer than most, Marketing most likely just needs a Starbucks gift card to buy

wolfofmiami

Opinionated

0

🐺

People hate being sold to, but they love going shopping with friends. How many times do I have to say it @BigShrimpin

0

Retired Sales Professional

It's a psychological game we have to play, we learn the rules, make the character adjustment when need, overcome, adapt, never compromise your ethics but be ready to stick and move to win this game.

GDO

Politicker

0

BDM

being the person they want to buy from will never hurt

peachykeen

Politicker

0

sae e-commerce

I have always, always leaned on my ability to build rapport and trust. I’d like to think I am a likable, agreeable and knowledgeable person in my field, an expert. I very rarely, if ever, have done a hard sell.

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