The Importance of Likability in sales

Chapter II

Review of Related Literature

Charisma and Likeability in Sales

Top performers in sales do not usually have the best products , the best product knowledge or the ability to overcome even the most challenging customer objection . More often than not , it is not enough that salespeople know everything about their product . These people have one thing in common : they are achievers . They meet sales goals in time . This may be because or may be because of their exceptional behavioral styles personality types , motivations and abilities . Another thing that most

successful sales and business people have in common is charisma

The American Heritage Dictionary of the English Language , Fourth Edition (2000 ) defines charisma as a rare personal quality attributed to leaders who arouse fervent popular devotion and enthusiasm a personal magnetism or charm . It then follows that charisma is something that sales people work on everyday . They try to gain their customers trust and eventually persuade them to buy their products . Therefore , charisma is improved through honing and focusing on one 's sales skills . Also charisma reflects on how genuinely appealing someone is or how others feel about the person when they are around him

Charisma is a magnetic quality of a personality that makes people want to listen to the person and adopt his ideas . In some cases , some even tend to imitate the person or want to be exactly like him . There are three elements that contribute to being charismatic . Although it is a general knowledge that one can be born with charisma , it is also important to note that it can be learned , on most people 's point of view

Charismatic people always have a clear purpose . People like them know exactly what they want or where they are heading . They never hesitate to address their points of view about things to very clearly demonstrate their s of interest and show people what they do to achieve success . This characteristic can be learned , and it will only take a few minutes of one 's time to develop this clarity (Greenberg , 2001

Charismatic people show confidence . It is one thing to have a clear purpose but it is another to have the utmost trust and confidence in one 's self . In the same way , charismatic people show a strong belief in everything that they do . Even when under pressure , they manage to keep a cool head about it . Prior to something that has to be done , they have prepared everything from well-thought-of presentations to answering the worst questions , or dealing with the worst case scenarios . In sales , a person should have himself ready about things related to or not related to his product . The way one acts when in front of a consumer greatly affects the impression that he gives his customers . Charismatic people always have with them ready a set of definitive answers to the most definitive questions (Greenberg , 2001

Charismatic people have expertise . They have supreme knowledge on their fields or in their areas of expertise...