Never a truer saying; “People buy from People.” You may have heard this saying many times, however when you are selling to someone, how much time do you spend considering your prospective customer’s buying criteria. I try and imagine what buying criteria my potential client uses when buying a car. A big clue is the car parked in front of the building!
Do they like to know lots of product detail, do they want product specifications, if they bought a car, could they give you the specification of the engine, what make of sound system it has etc
Do they want references of your work, if so provide plenty. So back to the car, do you think they are image driven? Perhaps they drive a branded German executive car!
Do they simply buy off people, if they like and trust the person, they will buy from them. I am afraid in this instance; there is no clue in the car being driven.
The real trick is to evaluate the type of criteria the person uses, when buying something, then change your behaviour, become a Sales Chameleon. A Chameleon changes its colour for social signalling, do the same for sales signals.
Think about it, if you do believe people buy off people, what criteria do you use to buy. If you look back in time, I guarantee your buying behaviour criteria, is exactly the same as the majority of your customers. If the conversation is not flowing, talk about cars, it sounds weird but try it.
Try and adapt to your prospective customer’s buying criteria, be a Sales Chameleon!
If you want to tune or improve your sales skilss, call Tim Jenner on 07979 805274 or email me at tim.jenner@sgba.co.uk or contact us
