Have you noticed how almost allcustomers do not like being sold to?
If so this is one of the best sales negotiation tips I know…
I generally ask individuals who aren’t in the sales business what they don’t like concerning salesmen.
Here are just some standard replies:
- They are too aggressive
- They don’t pay attention
- They don’t actually care about me
- They’re only bothered about selling me something
- They appear aggressive if I say I’m not interested
The odd thing however is that the majorityindividuals like to shop for things. Thus what’s the matter? The problem is that a lot of salesmen have a most well-liked style of promoting and find it difficult to sell to totally different buyers.
I ask folks on my sales programs to describe their preferred method of buying. You get totally different replies:
- I like to take my time
- I’m an impulse buyer
- I like my partner to be with me
- I favor to check differentmerchandise
- I do not like being forced .
- I prefer to make my own mind up
One feature of recent, relationship selling is that we want to perceive concerning peoples’ most popular buying behaviour if we are to sell to more of them. It’s areality that folks buy differently.
Some individuals like to shop for quickly, others slowly. Someindividuals would like a heap of data and detail, for others a sheet of A4 with bullet points is all the data they need.Some buyers make purchases on impulse, others take their time and attempt to avoid risk. Some buyers are terribly loyal, others will automatically select the most affordableoption.
Some patrons can be quite scary to the point of being rude; other people are quite quiet and simply manipulated.This makes selling a true challenge. To sell to all these different buyer sorts we need to be in a position to adapt our selling behaviour and build theshopping for process simple for eachtype of buyer we come across.
To begin this process we need to seem at a pair ofaspects of buyer behaviour; assertiveness and responsiveness.Individuals who are assertive areconfident and understand what they want. They are not afraid to place forward opinions and are willing to pay attention to the opinions of others.They are not fearful of conflict and canbe a lot of than happy to argue their case.
People who are highly assertive will be seen as being aggressive whereasindividuals who lack assertiveness are usually passive and acquire taken advantage of. There are occasions when it’sapplicable to be more or less assertive and we need to recognise when these times are.
Responsiveness means the extent to which people are willingto respond to us and our questions. Some people are highly responsive and cangive lots of information aboutthemselves, their problems and needs. Others are unwilling or unable to respond in this way and we see these people usually as being unhelpful or troublesome.
No matter our preferred style weneed to match the behaviour of the individual we are selling to. Speed up, slow down, get into the detail, sell ideas, be friends, or don’tbother. ConclusionIndividuals buy differently, thus weshould sell to them differently.
Understand your own most popular style and the strengths and weaknesses it brings to the approach you sell. You have to learn to be flexible if you’re going to sell to a wider range ofpeople. Work on being more or less assertive and more or less responsive and you’ll sell to more people.
For more fantastic free sales negotiation tips and sales prospecting tips why not check out the resources here – common sales objections