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Trying on a Coat – How to Give Buyers Room to Shop #405

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Trying on a Coat – How to Give Buyers Room to Shop #405

How do you know for certain, your product or service is the best solution for your client? In today’s episode, we discuss how buyers shop, and ways they evaluate products when making a purchase. You need only look at yourself trying on a coat, to find the answer. 

Today’s Chapter –  TRYING ON A COAT

To purchase a new coat, the buyer must first try it on.
Reflecting on the style and color
They view it from all angles
Looking to see if it will fit their needs.

The Master Seller knows
Some coats fit, some do not.
They have no desires of their own
They dwell in reality.

If they can help, they will.
If not, they leave it alone.

Today’s  Story – 

Pat and Chris met for a 1-on-1 to walk through this month’s pipeline. There was one deal that seemed to be stuck. It was a moderate size deal, not too small but not that large. Chris had avoided talking about the deal but with Pat’s urging, Chris conceded it wasn’t moving.

“I’m not too sure what to do” said Chris, “We set up a free pilot for them and they are using it. I keep asking them if they have any questions. They say they’re still looking. One of the staff said they are piloting one of our competitors too. I’m just not sure what to do?”

“Have they been using the customer success hotline?” asked Pat “yes they are” answered Chris. Pat went on “And you can see them using it everyday?” “well not everyday” said Chris “but at least once a week, especially on Friday mornings”.

Pat paused “We may have exactly what they need but then again we may not be a perfect fit. Keep talking to them and trying to help. Try to understand what they want and if there are any gaps. It doesn’t do any good pushing them to close. Let’s stay positive and keep helping”

Take Action Quote

Gertrude Stein famously said “Whoever said money can’t buy happiness simply didn’t know where to go shopping.” Although buyers might seem distant during a sale, secretly they hope you have the solution to all their suffering. Again, if you have a helping attitude, you can close a sale.

How To Find The Tao Te Ching of Sales

Many years ago I authored a thrice a week blog titled the “Tao Te Ching of Sales“.   It based on a book of poems titled the “Tao Te Ching” by the Chinese philosopher Lao Tze. It dives into non-pushy sales based on the teaching of Wu Wei “non-doing”.  You can learn more here:

This is a production of Habanero Media 

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Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

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Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

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