Kermit,

Are you saying posture is not important? Of course the customer doesn’t care how you see yourself. You have missed the entire premise.

Everyone hates a salesperson building insincere phony rapport. It shows desperation, and makes one look like the stereotypical used car salesman.

So Will, if that’s what you meant in speaking of sincerity, you are correct. And, yes, when you put your financial needs aside and address the needs of your prospect, you are building the proper posture.

The proper rapport for a salesperson is a professional rapport. That means you are seen as an authority, the type of authority an attorney is seen with. You are respected for your expertise within the market to which your product offers a solution.

If by “making the customer feel important”, you mean saying things like, “I’ll do whatever it takes to earn your business”, take a strong look at your numbers and then reread the article with the intention of learning.

Forget about your own stance. People aren’t interested in your stance or how you perceive yourself.

A more successful approach would be to make the customer feel insightful or important. Make the customer feel confident enough to make the selling decision, and then model his confidence.

I disagree Will. People make purchasing decisions at an emotional level. Whether or not the product will help them is really irrelevant. With the right posture and by conveying the proper sense of authority, they will trust your recommendation whether or not it actually is good for their business.

A man in a relationship tends to attract more women than a single man because of the lack of need. The attitude of “I want to help you” can convey a emotional need for acceptance. Posture is not without a slight sense of indifference.

I would add one more item to your wonderful list, and that would be “Sincerity.”

If one does not convey, in a natural way, their “Sincerity” to help the customer, neither the rookie nor the experienced rep will succeed in selling the mower.

The passion is not about “me” the salesperson, and “…where I am going…” Rather, the passion is about “the customer” and sincerely helping them.

Makes no difference what you’re selling.