People who are extremely likable often score high in Emotional Intelligence qualities, or EQ. They also tend to demonstrate EQ traits in all areas of their daily life. In sales, this is a huge factor in your success rate. Research has shown that people buy from people they like and who are like them. So when a prospective customer says no, you SHOULD take it personal, at least on some level.
Tim Sanders breaks likeability into four categories: Friendliness, relevance, empathy, and realness (more on this here ). Being friendly and open to the possibilities that exist, being relevant to the present conversation or situation, having empathy and showing true care and concern, and being real and genuine to who you are as a person will increase your likeability. And an increase in your likeability will increase your success rate by a minimum of 12%.
That’s right! People are 12% more likely to buy from someone they like, 25% more likely to buy from someone they consider a friend, and more than 70% would take the recommendation of a friend or family member over another option.
So as you go into your next meeting or you make that next prospecting call, go in there with the mindset to make a new friend. And don’t forget about your current customers. Be friends, and get the referrals you need to grow your business.
The E.I. Insider 