Tweet

You Like Me...You Really, Really Like Me

Written by: Gary Silverman

Article Overview: Sometimes in the rush to judgement we forget how important it is for our sales force to build rapport and gain the trust of their prospects. This is particularly true given the current business climate. People have become suspicious, cautious, and protective. Everyone is playing defense. Many salespeople I’ve come in contact with recently have been more assertive in qualifying and jump immediately into product presentations rather than spending quality time to get to know the personal side of their prospect or determine their specific needs. Let finance determine whether your potential customer can buy while you focus on their buying motives. You will be better equipped to match the specific attributes of your product to the specific needs of your customer.

You Like Me...You Really, Really Like Me

I recently experienced an interaction between a customer looking to buy a townhouse and a veteran New Home Realtor. It all seemed very stiff and distant throughout the entire process, almost like two cats vying for the same perch. They finally came to terms. This occurred over a six day span. While the contract was being written and everyone settled down, the conversation started to flow like they were twins separated at birth. They had identical interests, lots of common ground, mutual acquaintances and experiences. This led to planning a get together (Gun Show, I believe) and it was “Kumbaya”. Tears started to well up in my eyes (a possible allergic reaction to all the love in the air). After the customer left, the salesperson raved about what a great guy his customer was and questioned why he didn’t act this way from the beginning. I proclaimed that it was the salesperson’s fault. Just think if this transaction started as it had ended? It would have been a much better experience for the customer, negotiations would have been less adversarial, the process faster and simpler, and all the barriers would have been broken down. The key ingredient here was the human element which broke down these barriers created in the selling situation. What if the salesperson began the contact with a basic line of questioning?

Examples:

Where are you from?
Where do you work?
Where do you currently live?
Where did you go to school?
What are some of your interests?

Weave information about yourself into your sales presentation. Make the conversation flow and your prospect will open up and tell you how to sell them.

Related Articles

Article Tags: allergic reaction, cats, common ground, experiences, gun show, home realtor, human element, interaction, love, mutual acquaintances, negotiations, sales presentation, salesperson, span, townhouse, twins separated at birth



Related Forum Posts


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Tweet

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Starting a Business a Brave Move or a NoBrainer

How To Calculate A Minimum Fee For Your Services

SEO – Link Building Secrets

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.