Affecting your health? Maybe not. Affecting your sales? ABSOLUTELY!
Where do “nice guys” usually finish? Yep. Last.
What do “nice salespeople” usually do? They chat. They make small talk. They smile a lot. They laugh. Some even giggle. They say “yes” a lot.
Think of that overly nice salesperson. That constantly up-beat guy, ridiculously positive and over-the-top with his willingness to accommodate. The gal that continuously says YES, smiles incessantly (uncomfortably so) and drips with benevolence.
Great qualities for a cruise director, Librarian and Walmart Greater. Fine attributes for your 8-year-old summer camp counselor. But for a salesperson – not so much. Why do salespeople feel the need to go out of their way to be too nice and overly accommodating to prospects and customers? It’s their nature. They think it’s helping their cause. NOT!
This does not suggest that salespeople should be mean, rude or obnoxious (as if we even have to mention that). In no way are we suggesting you be disrespectful (ever). It is only to suggest that when we go out of our way to accommodate, answer questions, help, be nice, etc. we give our prospects power (and make our job harder). We put our customers on a pedestal that they don’t really belong on (and it’s tough to get them off of it). In 2025 our prospects and customers have to see us on their level. They need to know that we can help them get where they want to go. This is next to impossible to do if we are in “awe” of them – if they are on that pedestal.
Do you find yourself saying YES, a lot? Do you say GREAT or AWESOME a lot more than you do in “real life”? Do you respond with THANK YOU too often? Do you say, “I look forward to speaking with you” at the end of every voice mail message (like every other salesperson)? Do you smile too much and get excited on sales appointments? All signs that you might be pandering to your prospects. You might be too nice.
Sales is a tough gig. There’s no need to make it harder by giving your prospect all the power. The trick is to let them think they have all the power, but you maintain subtle control – that’s the art of this profession. But don’t do it by groveling. Do it by asking good questions. Do it by being the expert that you are. Do it by professionally selling.
Professional salespeople ask tough questions in a nurturing manner. Rarely (if ever) do they have a smile on their face when they are asking a tough question. Your prospects problems are nothing to smile or laugh at. It’s a discipline (and, yes, sometimes it’s an act) to stay focused and listen. Be on their level. Be there with them.
You can still be nice. But, too nice … ?
