Salesmanship and Empathy
One of the simplest ways to increase your productivity as a salesperson is to tune into your buyer’s point of view. When you are in tune with your buyer you have empathy. This means that you can identify with and understand their situation, feelings, and motives.
When you are in tune with your buyer everything you say or do seems to be right on the mark. The buyer gets the feeling that you really understand them and the road to a successful sale lights up like an airport runway. The opposite is also true. When you are not in tune with your buyer nothing you can do or say will seem to be right. When you push they pull and vice versa.
Master salespeople know the importance of empathy and tune in to their buyers as quickly as possible. Novice salespeople on the other hand, rarely make the effort. This lack of empathy between buyer and seller accounts for much of the negative experiences many consumers experience.
This kind of selling requires a genuine desire on the part of the salesperson to try and be of service. It is pretty easy to spot the salesperson with this kind of desire. These salespeople take an interest in the buyer on a more personal level. The empathetic salesperson asks more questions and better questions. They ask the type of questions that get the buyer to open up and talk about their situation.
Buyers like salespeople that reach them on a personal level. Everyone likes to be listened to and understood. When you demonstrate to your buyer that you are interested and paying attention they will open up to you and tell you what it will take to make a sale. Here are a few reminders to help you focus on your buyers;
* Focus your attention on your buyer. Do not allow yourself to become distracted.
* Look for something you like in the other person. What do you think their friends like about them?
* Get your buyer to tell you their situation, hopes and fears with well prepared questions.
Sell with empathy and increase your productivity immediately!
Salesmanship and Empathy - To learn more about this author, visit Jeff Blackwell's Website.
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Dianne CramptonDianne Crampton is an executive leadership coach, team culture consultant, author and president of TIGERS Success Series, Inc. Dianne has been helping CEO's and Executives connect their employees to their core values and goals for over 20 years using the trademarked TIGERS team culture process, which stands for trust, interdependence, genuineness, empathy, risk and success. To download a free white paper on behaviors that build strong teams and behaviors that will predictably tear them down go here. Dianne's contribution to the 2010 Pfeiffer Consulting Journal (an imprint of John Wiley and Sons Publishers) entitled TIGERS Hearted Teams is available in November 2009. Her new book TIGERS Among Us: 5 Winning Business Team Cultures And Why, Three Creeks Publishing will release in March 2010. To receive publishing discounts, subscribe to the free TigerTracks Newsletter here. - Visit Dianne Crampton's Website |
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