Guest Post: What a CX Professional Can Learn from a Top Salesperson

This week we feature an article by Eric Melchor, founder of Elevate My CX. He shares a story about a salesperson who performed a technique that even surprised a renowned social psychologist.
If you’re a Customer Experience specialist, you might think that salespeople are not the kind of role models to get customer care tips from. In fact, you’re probably telling yourself – “Salespeople? I give them customer experience tips and insights, not the other way around.”
But you’d be surprised. There’s a lot you can learn from those whose day-to-day activity consists of building rapport and trust with potential customers.
Consider for example Jim, who was consistently the top-performing salesperson at a fire alarm system company. Jim didn’t win every sale, who does, but he always outperformed his counterparts. He did this by performing a technique that you wouldn’t find in any sales training book or case studies on the best sales