As a salesperson, business owner, or marketer, we want to go above and beyond to please our customer. We answer the late calls, we show up when most anyone else wouldn’t. We take care of the small details that sets us apart from our competition. Sometimes we lose site of our value, and allow our customers to dictate all terms, at the expense of ourselves, and our time.
In business, you have to have respect for yourself. You have to stand up for yourself when the terms are lopsided. Do you find yourself in deals that are noticeably lopsided, in your customers favor? Do you realize that you set the expectation moving forward that every deal will be just as lopsided? You will lose money, you will lose precious time, and for most sales people, its because they want to be liked.
Drawing strong boundaries is important to building strong business relationships. People see you as someone who’s efficient and professional, and not as a disposable.
3 Keys to Keeping Boundaries:
1) Learn to be tactful and precise with your words –
I see plenty of people fall in the trap of thinking that they need have an answer to a question as soon as it pops out of their customers mouth. Sales people jump the gun and begin to promise things that they can’t deliver on, Before you answer, pause, and think!!!! Your customer won’t have any less respect for you if you are calculated about your responses. In fact, wouldn’t you feel more comfortable if your client took the time to think about your questions, and return a measured and exact response?
2) Learn to say no –
THE DREADED WORD NO. You will hear plenty of sales coaches tell you never to use this word. They say it puts your customer in a bad place. It hurts their feelings. I say use it whenever you’d like. No is an important word because it clearly defines expectations. It allows you to move forward in a conversation without all of the fluff, and it delivers you to your end result more quickly. No also puts you in a position of being respected. When you tell someone no, they are flabbergasted and stunned and look at you in a different light. Always follow up no with a reasonable explanation and don’t be disrespectful.
3) Learn to be okay with not having the answer right away –
If you don’t know the right answer – tell your customer that you will check on that question, and follow up. Make sure that your ship is water tight. All information that leaves your mouth is 100% correct and can leave no room for question.
If you implement the above advice into your sales routine, you will immediately find a sense of relief as you build stronger relationships, and create strong deals. Drawing boundaries for yourself is liberating!