Don't Sell Like You Buy

Heres a valuable sales tip: "Dont sell the way you buy." There's a very fine line between understanding someone's decision making process; and assuming that everyone makes a purchasing decision in the same manner and using the same criteria that you do. There is also the faulty assumption that your prospects respond in a similar fashion to the type of sales approach and the type of salesperson that you respond to and would buy from. If you sell the way in which you make a purchasing decision, you are now putting your values, thought process and beliefs on the customer, assuming they purchase the same or in a similar way that you do. If you truly want to wear their shoes, then you need to know how they think and what is important to them. Therefore, the only way to uncover how the prospect likes to process information, make a purchasing decision and the criteria they use to do so is by asking better questions. Video produced by www.candogo.com, who delivers advice for sales, leadership, personal development, and motivation over the Web.

Category:

Education

Tags:

• sales
• selling
• sales training
• sales coaching
• sales tips
• cold calling
• prospecting
• how people buy
• career coaching
• decision making
• how buyers buy

[Kommaseir]

Thanks Keith! Wonderful advice as always!!