“People do business with those they know, like, and trust”;
Yes, but I’ve always had concerns about the “like” part of the statement.
While we certainly don’t want to be disliked, our need to be liked can lead to;
Failure to ask prospects tough questions.
Failure to have tough conversations that need to be had.
Failure to have two way accountability amongst EQUALS.
Failure to follow-up more consistently.
Failure to assert yourself.
As a sales coach, I’m not looking to win the “most likeable coach award”!
I’d rather be “respected” over “liked” and consider it a wonderful bonus when both can be attained.
To be clear;
This doesn’t give us a license to be rude, unprofessional, or dickish in our sales efforts;