Transformation. Let's discuss this for a moment. When I am in front of a prospect I pay attention to many things, but one thing I focus in on most is their personality. Are they laid back, aggressive, procrastinator, nervous, etc? Finding this out is paramount for me to be successful and serve this prospect the proper way. I sell differently depending on the audiences personalities. My style transforms from one person to the next. I am not "what you see is what you get" selling personality. Oh no, not me. It is critical that I develop a sincere relationship with each buyer. It requires change. For me to do this I need to understand who I am developing a relationship with. I invest quality time to get to know the buyer. Some people like sarcasm, witty humor, some are dry, serious, like to laugh and so on. Whatever that personality is I need to serve it. What are they all about? What is their "win" in the sale? Are they buying to better their career, will it impact their bonus, make their job easier? Every buyer has a "win" in the buying process. It is up to me to find that out. Why does a young man buy a shiny new corvette? Prestige, chick magnet, speed, and so on. I work to find out. The buyer receives value out of a purchase. Finding out what that value is, is my job. Once I nail that I can sell properly. When the champion sells they cover all the bases. There is so much transformation techniques to selling. That is why I love it. No two sales are the same. Every sale requires transformation. "And what he greatly thought, he nobly dared!" Dare to transform your selling technique. Are you astute in your unique selling situations? Do you sell the same way every time you sell? Do you take the time to understand your buyers personality and serve it properly? Are you a robot or caterpillar that morphs into a butterfly? When you pay attention to the buyers "win" and their personality great things happen.
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