Aside from the budget and actual product or service, the salesperson plays a significant role in the buyer’s decision-making process. Take a few moments to analyze your path to purchase: how do you decide between two businesses with comparable offerings? The chances are high that you’ll end up selecting the one with more likable people on its team.

 When your prospects enjoy being with you, it’s easier to win their trust—and trust is the cornerstone of all excellent sales relationships. Not only will it facilitate better interactions, but it also increases the possibility of your clients becoming repeat buyers. 

If you need help on how to improve your likability factor, this blog is for you. Here are five valuable tips that you can apply in your next sales meeting.

1. Use the Mirroring Technique

Did you know that we tend to mimic the attitude and speech patterns of the people we like or respect? It happens, both consciously and subconsciously, on social occasions with our close friends or family. It’s a way to fit in or establish a strong connection with them. And studies have actually shown that when you perceive someone as similar to you, it can make them appear more likable.

As a sales professional, you can use this technique to show your clients that you have commonalities. And of course, once you have established a good rapport with them, there's a good chance that they'll end up mirroring you as well.

2. Find something you and your clients share

As previously mentioned, clients should be able to relate with you. Smart sellers understand that before you even begin pitching your product or service to buyers, you need to get to know them first. A little preparation can foster the best conversations, so check out their social media pages and website before your meeting. Trust me, your preparation will be apparent and go a long way in establishing an emotional connection. 

3. Use your body language

Did you know that unspoken or nonverbal cues make up 70% of our communication? This is why you must always be aware of the way you present yourself. 

This relates to what we have discussed in #1. Even something as simple as subtly mirroring the physical posture or gestures of your clients can increase your likability.

And if you want to demonstrate confidence and establish credibility, make sure to maintain an assertive posture—keep your chin and head up, never slouch, and plant your feet in an open and wide stance. You will also want to avoid placing your hands behind your back, as this can be interpreted as indifference. Position yourself to appear open and genuinely interested in what your client is saying.

Observing your clients’ body language can also help you assess how they’re feeling. Leaning away, crossing their arms, bouncing their leg while sitting, and fiddling with hair can indicate discomfort. On the other hand, holding eye contact, relaxed arms, pointing a foot upwards, or leaning closer to you are typically good signs. 

4. Maintain a positive outlook and a sense of humor

Are you aware of what vibe you give off? People are naturally drawn to warm, calm and cheerful people. When you inject appropriate humor in a given situation, it can put clients at ease and you instantly become memorable. Ultimately, clients want to deal with someone who can keep their cool under pressure and is fun to talk to. Nobody wants to interact with a cold or boring person. 

5. Don’t be afraid to put yourself out there

The last thing you want is for your clients to feel that you are just looking to make a profit. If you want to win their trust, you need to build an authentic relationship with them. This means allowing them to get to know you in a real and personal way. Remember that a client relationship should ideally go both ways; letting your clients know a little more about you can smoothen your working relationship.

Last words

Viola! We just finished discussing some excellent ways to get your clients to like you. If you keep these tips in mind and remember to be genuine, you’ll have no trouble building strong relationships with all your clients.