Look Twice at the Quiet Sales Rep
Yesterday I opined that salespeople don’t tell their stories because they’re too close to the action to see their value.
There could be other reasons. Some folks out there that are too humble to blow their own horn. We’re all familiar with the glad-handing, dynamic sales rep. (Not that there’s anything wrong with that, as Seinfeld might say.)
But I can think of at least three highly successful salespeople I’ve worked with who rarely talked about themselves or injected their personality into a sales conversation. Although they seldom made a spectacular first impression, they wore well with customers over time. Eventually, their sense of humor and empathy emerged. They compensated for their lack of “star power” by excelling in technical knowledge, follow-up and attention to detail.
In short, they grew on you.
Buyers should be careful about basing purchasing decisions on their first impression of a sales rep. It may not lead to the best choice.
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