When I need a product I really like to be “sold” on it. Whether it’s doing a little research in advance or talking to a knowledgeable salesperson, I like to be an educated consumer. If you have a relationship with a sales professional, it is unlikely you will be led astray. Very few businesses can get by without some type of sales.

We have strong feelings about salespeople. Everyone has a story about the one that “came on too strong” or “I couldn’t get her off the phone” or “didn’t know or misrepresented their product.” However, in our efforts to get away from salespeople we might be missing advice that can help us. By not understanding the motivations and challenges of a sales job, we will not get the best out of the selling/buyer relationship.

So how do people get into sales anyway? I believe that people who are good at sales can sell almost anything. The appropriate amount of charisma and intelligence will give most people the edge in a sales career. Other people get into sales because their love and knowledge of a particular product or industry. Companies recognize that these folks have more value in sales than in production or administration. Some people get into sales as commission-based, entry level jobs that allow them to learn-as-they-go, thus giving them an employment opportunity and presenting less financial risk to the employer.

Regardless of how our salespeople got into the business, we still often undervalue or disregard the role they can play in our purchasing decision. Sometimes we even treat them as second-class citizens, not worthy of respect for the training and expertise they bring to the consumer process. Next time you find yourself in a sales negotiation, consider the following:

Sales is a job and people have to make money at it. I’m always surprised when people are suspicious of commissioned salespeople. There are only a few ways to make money in sales: salary, commission or some combination of both. Commissions in many industries are shockingly low and the sales environment is quite competitive. Understand how your salesperson is paid and make sure your sale is attributed to the right person. There’s nothing more frustrating than to help someone all day, just to have them return the next to buy from someone else. Learn the scope of his or her influence over the process. The salesperson cannot control every part of the negotiation. Sometimes products have issues and while it might not be their fault, the salesperson ends up taking most of the blame.

Sales is a service the company offers you. When you purchase something, instead of buying blind from the internet, the company is providing you a person, often highly trained and certified, to guide you through the process. If the company and salesperson are established in the community and you like them, then you will have a good experience. If you do not feel you have a good rapport with this person right away it is OK to request to talk to someone else. Best of all, the relationship should last beyond the purchase, assisting you with product issues or a future acquisition.

But most of all, your salesperson is a person. Shockingly, salespeople have feelings just like everyone else. Treat a salesperson exactly how you want to be treated. While understanding you are in a negotiation, be truthful, respectful and kind. Make appointments, don’t leave when they aren’t looking without saying goodbye, don’t avoid their calls or make excuses for not buying. If you aren’t purchasing or will buy somewhere else, let them know so they can go on to another interested customer.

Overall, most of the best salespeople will come from recommendations from happy customers. Ask around and seek the salesperson that gives you the support you need.