A Stronger Sense of Confidence

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“Keeping it simple” isn’t always the best way to go.

I’ve dealt with two salespeople in recent weeks whom I think walked away feeling they’ve got my trust and confidence by “keeping it simple”. It was just the opposite. When I expressed my concerns about whether they would get something done through their company, their overly simplistic comment was, “Don’t worry about. I’ll get you taken care of.”

They both shook their heads yes and sort of waved me off like they knew what I was going to say and have already put things in motion.

In reality, I wanted a bit more. I wanted a little insight into why it was going to be so easy for them to get things done. Is it one phone call? Is it a quick email? Does he do this daily for other clients?

Do you do this? Well, don’t. Give people a little more to work with. Give them the reason why they should rest easy that it is all squared away. Give them something specific. Spend the extra one minute it will take to add color to the conversation.

For example, after your “Don’t worry about. I’ll get you taken care of” comment, add:

That’s why you’re lucky to work with us! That’s all [insert name] does for us back at corporate. Let me give him a quick call when I leave and I should be able to circle back to you by the end of the day.

or…

I handle requests like this every day. All I have to do to get this resolved is [insert a very brief description of your process]. It’s never been a problem before. If I circle back to you by noon tomorrow is that soon enough?

Sometimes it’s just that extra sentence or extra minute that constitutes the extra mile in ensuring a more confident feeling by your client.