People hate to be sold, but they love to buy. In making a decision to purchase a product or service, people fall into one of 4 major styles. The sales transaction is most successful when sellers assess, diagnose, and match the buyer’s style. Let’s examine these 4 types of buyers. First is the person who […]
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The buyer stood a couple of feet away from our exhibit table at the Farmers Market. Her eyes indicated that she might have been reading the signage posted about our natural salsas. Or she could have been eavesdropping on the conversation my wife was having with a different person. “Want a Sample?” vs “Here’s a
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At the core of any sales situation is trust. How trust is acquired, however, changes with personality style. Not every person defines trust in the same way, nor does each individual grant it under similar conditions. If you understand how your prospect develops trust, you can position yourself to increase the likelihood of earning it
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Jeffrey has been in sales his whole life. A confident man, he is driven to succeed and won’t take “no” for an answer. He comes across as a bulldog, tenacious and focused. He’s certain that he has the solution and is baffled when prospects and potential joint venture partners refuse to go forward. He wonders
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People hate to be sold, but they love to buy. That’s why there is a wide variation in the amount of time it takes for individuals to make up their minds. In making a decision to purchase a product or service, people fall into one of 4-time frames. Buyers Who Need Speed First is the
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Values close the sale. I’m referring to the values held by the buyer and not the values of the product or service. When sellers identify and match those values, buyers relax, let go of their resistance, and begin to trust. They then take a keen interest in the seller’s presentation because their values have been
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Margaret met Frank at the Chamber event. As expected, he popped the magic question, ”What do you do?” Margaret was ready with a short answer. Actually, she had prepared 4 different responses, one for each personality style, and used them appropriately throughout the event. Being intrigued with her reply, Frank suggested that they schedule time
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