When you think of sales advice, your mind may wander to books, seminars, or courses by seasoned sales professionals. But sometimes, the best lessons come from unexpected places.
Imagine my surprise when taking an Uber to O’Hare airport recently, the driver, Muhammed, began providing life and business wisdom, mainly from his pre-retirement days of training gas station managers and auto salesmen in the corporate world.
Suddenly, I was in my own private uber😉-inspiring Ted Talk! And, I was loving it! With his permission, I hit record on my voice recorder and sat back to soak in the wisdom along 294/I-90. I can’t believe I was wishing for more traffic along the way to make the ride longer!
Muhammed’s advice was too good to keep to myself so here is a sampling! Three powerful sales tips from Mohammed that can make a significant impact on how you approach customer interactions and service.
Tip #1: Be Present and Shift the Perspective
Lesson: When meeting a customer, your first order of business is to be genuinely present and welcoming. Mohammed doesn’t open with, “How can I help you?” The customer is already helping you and your company by coming in to buy something. Instead, he says “Welcome. Thank you for coming in. What can we show you?”
Why it Works: The subtle change in wording shifts the dynamic. It shows that you are there to serve them. This approach fosters a sense of mutual respect and puts the customer in a place of control and comfort.
Pro Tip: Make every client feel like they’re the decision-maker. The goal is to assist, guide, and support their buying process, not push them into it. This shift in perspective makes clients feel valued and more in control, which leads to better engagement and trust.
Tip #2: Embrace Challenges as Opportunities for Kindness
Lesson: Mohammed shared a story about his love for traffic—a surprising statement at first. But his reasoning is profound: traffic gives him opportunities to perform small acts of kindness. For instance, when he noticed a passenger was visibly upset, he pulled into a local Starbucks on the drive and bought her a drink to lift her spirits.
Why it Works: In sales, patience and empathy can set you apart. Every challenging situation—whether it’s a complaint, a delay, or an unexpected hurdle—can be an opportunity to show your clients you care. Small, thoughtful actions make a lasting impact, and customers remember businesses that go the extra mile to make them feel seen and appreciated.
Pro Tip: If a client is having a tough time, look for ways to add value beyond just the sale. Offer support, provide resources, or simply lend a listening ear. Empathy and genuine concern foster loyalty and build trust.
Tip #3: Use Positive Energy and Body Language—Even Over the Phone
Lesson: Mohammed emphasized the importance of positive energy and body language, even when speaking over the phone. He advised salespeople to stand up during calls and bring enthusiasm to their tone. “Your energy passes on,” he explained, and it’s important to make sure that energy is positive and genuine.
Why it Works: Energy is contagious. Clients can sense if you’re enthusiastic or uninterested, confident or hesitant—even if they are only hearing your voice. By being mindful of your body language and tone, you convey a sense of excitement and competence that resonates with the client, making them more likely to trust you and engage in what you are offering.
Pro Tip: Next time you are on a sales call, try standing up and smiling. Bring positive energy to the conversation. Your client may not see you, but they’ll definitely feel your energy.
Takeaway
These sales tips from an Uber driver may come from outside the typical sales playbook, but they are rooted in empathy, respect, and positive energy—all key ingredients for successful sales interactions. By welcoming clients with a perspective shift, finding ways to make a positive impact, and using your energy to engage, you can transform how you approach each interaction. Sales is more than closing deals; it’s about making real connections.
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