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When Selling Treat Buyers Like Family #419
Today we talk about having a point of view that we are all one family, buyers and sellers alike. In this episode we investigate the right way to build rapport, familiarity and how that’s the foundation for soliciting trust. When we give strangers the feeling that they already know us, they will be curious in turn and want to learn more about you and who you represent.
Today’s Chapter: Being a Cousin
When selling
be a stranger to no one,
cousin to all,
just like family you see rarely
at the wedding or funeral.
Respectful yet genuine
catching up on their lives.
Gregarious yet authentic
Accepting them for who they are.
The Master Seller is easy to know
Trusted at the start.
Today’s Story
Pat and Chris registered for a trade association conference. It was to be attended by many prospective clients. At the first panel of the opening day the attendees were seated at round tables. Throughout the morning Pat chatted with everyone asking where they were from, did their flights go smooth, where they ate last night, what they hoped to learn and if they wanted another cup of coffee. Pat treated them like old friends.
During the break, Chris asked Pat “Why aren’t you telling them more about our company and the new product announcement? These people seem like a perfect fit for us!”
“They are a good fit”, Pat agreed, “but now is not the right time. Our goal here is to build relationships, connect with them and follow up at a later time. They are here for a reason, not an infomercial!”
“So what’s the plan?” asked Chris. “It’s this” responded Pat. “When we get back to the office I’ll follow up and say how great it was to meet them, or mention the flight troubles, the weather, or how that one lady who is worried about her dog; those kinds of details. This will make us memorable, old friends. When I ask to schedule a sales call, they’ll be happy to agree”.
Take Action Quote
There’s an old saying that people buy from people they know, like and trust. People are people, more alike than not when it comes to hopes, fears, wants and needs. Yes, new prospects are complete strangers, but strangers are people too and if you treat strangers like people, with a sense of familiarity, just like a cousin you see every couple years, people will feel like they know you, and like and from that will come trust.
Don’t hesitate to be a human first and treat people as such. Once you do that, then you can start the process of qualifying them as a prospect.
Thank Our Sponsor Wingman
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How to Connect with Pat Helmers at Sales Babble
Sales Babble shares selling secrets for non-sellers. There is no need to be pushy, aggressive or uncomfortable reaching out to prospective buyers. Masterful selling is understanding what buyers want, discerning if you can help, showing what you have and helping them to make a decision that is good for their business and yours.
You can listen to our podcast on any podcast app and if you signup for our newsletter you will be able to download a free copy of the Tao Te Ching of Sales eBook. This book has been the inspiration for these Sales Babble episodes and you can see what topics we’ll be covering in the future. Use this book for daily inspiration with short one page chapters on a balanced non-pushy approach when selling.
You can be yourself when selling. It’s all about helping others with their challenges and aspirations. I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset.
Stop fearing sales and embrace it. Learn the selling secrets for non-sellers and start making a difference today. Here is the entire back catalog of episodes in the sales podcast.
This is a production of Habanero Media
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