Selling with “Style” Behavioral science has proven that people are different, and buy for different reasons. A salesperson who understands basic behavioral (buying) styles, and learns to use this knowledge in their sales calls and presentations will close more sales and make more money.
Successful sales people understand their products and their prospect’s needs, but top sales performers understand human behavior and use it to adapt their selling style to their prospect’s buying style, and sell at a higher level.
Did you know that;
32% of buyers like to “get to the point” and 68% want to “visit before business”
46% like new, innovative products, and 54% like proven products
54% like time to think about your proposition, and 46% will make a quick decision
32% like to negotiate, and 68% don’t
More importantly, do you know how to tell the difference?
If you don’t, and you just go along assuming that all prospects buy the same way, and that everybody thinks like you do, then you could be losing 25-50% of your sales opportunities without realizing it.
Here’s one example:
A Chevrolet salesperson, with a quiet and laid back selling style, was showing a new vehicle to a couple. Having a basic understanding about human behavior, the salesperson quickly realized that both the husband and wife were also quiet and laid back like him. The couple stated that they were going to look at a Ford, and they just wanted some information on a comparable Chevrolet model. The salesperson did not “push” them in any way, but offered them a variety of information they requested. Knowing that they were going to the Ford dealership up the street, the Chevrolet salesperson recommended them to a Ford salesperson who was very talkative and aggressive.
Why? The salesperson was hoping that the Ford salesperson would be “pushy” with the couple, and they would then come back and buy the Chevrolet. The Ford salesperson, true to his nature, was “pushy” and tried to close the sale immediately on the spot. After a few days of gathering more information, the couple came back and bought the Chevrolet.
You may feel like the couple was manipulated. The point of including this true story is: Whether we like it or not, people buy from people they like! In this case, they liked the laid-back, slow-paced Chevrolet salesperson and did not like the fast-paced, quick-closing Ford salesperson. In this case, the salesperson was as important as the product itself.
For decades sales training has focused on generalized principles which apply (supposedly) to all customers. If the salesperson just says the right words at the right time, people will buy; right? WRONG! With today’s sophisticated buyers, especially technical buyers, just knowing your product and the prospects’ needs are no longer enough. You not only need to know what they need, but how they buy (mentally)!
This is not just another “if they say that – then you say this” selling seminar. Selling with Style is a behavioral selling seminar that teaches you how to recognize a buyer’s individual buying style so that you can “sell them the way they like to buy”!
In this webinar you will learn:
– Characteristics of each buying style
– How to recognize and read your customer’s buying style
– Most effective sales presentation for each buying style
– Statements that motivate (and de-motivate) each buying style
– Hindering factors in selling to each buying style
– Typical questions asked by each buying style
– Most effective closes to use with each buying style
Call 800.875.7599, or email sales@precisionhiring.com for more information about upcoming webinars.