Do Not Sell the Way You Buy

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I was building my case. I then turned to the audience and said, “Do not sell the way you buy.”

Now, you may feel at this point that I’m contradicting some universal selling principles. After all, conventional sales wisdom handed down through the ages suggests how important it is to empathize and sympathize with your prospects and clients.

However, there’s a very fine line between understanding venezuela telegram data and respecting 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. Moreover, 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.

I then shared a personal example of the dangers of selling like you buy. “Folks, if I sold in the same manner in which I make a purchase and then in turn, transfer those values and beliefs on each prospect that I speak with, then I could tell you with great certainty that I would not be up here talking with you today.”

Reason being, when I make a purchase of any substantial amount, I take the time to research my options and learn about the different products or services available. By the time I’m ready to actually make the purchase, whether it’s something for my home, a television a car or a computer, more often than not, I will know more about the product, the competition and the marketplace than the person who is attempting to sell it to me.

My point is, if I started selling the way in which I make a purchasing decision (projecting), I am now putting my values, thought process and beliefs on the customer, assuming they purchase the same or in a similar way that I do. The result? More objections, less sales.