Every strength becomes a weakness if it is exaggerated. Every strong salesperson stands in their own way if they do not know their weaknesses. In this series I describe prototype salespeople and give tips for improvement. Are you by any chance a charming persuader?

Some sales teams consist almost exclusively of them: radiant and outgoing, they quickly get into conversation with customers and colleagues. They like people and can actually get along with everybody. In the sales conversation they decide most things from the gut and do surprisingly many things right this way. 

Well, did it ring a bell? Do you recognize yourself? Life is easy when you’re like that, right? Especially because you take things easy. Preparation and administration is something you handle lightly and you rely on your intuition. If someone does complain, you can usually use your charming personality to get yourself out of trouble. Sure, sometimes things stay on the shelf. But other things will take care of themselves in time, right?

For your colleagues and some of your customers, however, you can also become a pain in the ass. Again and again they have to chase after you because you didn’t keep your commitments. And what you have promised is not always true. Colleagues then say: “Typical salesperson”. You could also fit into this label because you are better at talking than listening, right?

 If you would work on some typical points, you could make life much easier for yourself and your environment and thus become more successful. Here are three tips: 

1. Learn to listen better. My tip: Exhale consciously and program yourself to reception. Allow for more pauses in the conversation. After an answer from your conversation partner, wait at least another 3 seconds before you start talking again. If you then from time to time repeat what your interlocutor has said, you will notice that you become more attentive and do yourself and others a lot of good.
2. Learn to prepare yourself (minimalistically). You may say: “Sales conversations cannot be planned anyway.” But that is not true. Every conversation has a guiding thread and if you can control it, you will achieve better results. However, to suit you, the preparation must be simple and pragmatic. 
3. Use technology for more reliability: an e-mail or message can be dictated quickly and thus be done. And Siri or her colleagues will help you with reminders so you can keep more promises than before. I speak from experience, because the type described here is my strongest part. The playful use of the possibilities my smartphone offers, constantly helps me to relieve my brain and become more reliable in my everyday life. 

Your way of doing your job and maybe doing other things in your life as well, has many advantages. At some point in your life it even proved to be the most helpful solution strategy you had. However, if you realize yourself that you are repeatedly reaching your limits, it is worth working on your personal development. But if you have tried to overcome these limits and are not getting anywhere, I will be happy to help you as a coach: https://franziskabrandtbiesler.com/coaching/