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Why No Two Buyers Are Alike #452
Ever get in a situation where you think you have a handle on selling and then you meet a prospect who’s 180 degrees out of sync with that strategy? Confusing right? In today’s episode we delve into the reality that no two buyers are alike. Lao Tze wrote often about actionless-action of wu wei or what we commonly call being in the zone. In this state, there is no past and no future, there is only the present. In the present we accept buyers for who they are, making no assumptions and allowing them to buy, the way they want to buy. That’s the topic for today.
Today’s Chapter: No Two Buyers Are Alike
Some want quick answers
Others copious details
Some a relationship
Others the bottom line
Some see purchasing a necessary evil
Others a social event.
The Master Seller discovers the prospect’s buying style
And tunes their presentation accordingly.
Meeting the buyer where they’re at
The sales process is crafted as needed.
Today’s Story
Chris and Pat met for lunch to get caught up on the day. . Chris was unhappy about the morning calls. “I just don’t get it”. Chris bemoaned. “I met with this prospect and tried to explain as simply as possible the benefits of the new services package and respect their time but they kept diverting the conversation to a number of topics, news, sports and staffing issues and before I knew it, we had to end the call since the time ran out. Frustrating!”
Pat asked “Did you do anything different on this call than other sales calls?” “Nope” responded Chris “I followed the same presentation that’s worked a 100 times.”
Pat nodded “Some buyers are like that. It’s lonely at the top and some love to talk and talk and talk. Which is confusing for sellers because some buyers just want to get down to brass tacks. The truth is no two people are the alike and the same is true for our buyers. Success depends on our ability to conform to the way our prospects want to buy. Relax, these people want to get to know you. Be patient, build trust and it will all work out”
Take Action Quote
The comedian Chris Rock once said
“I have no idea what my best material is. Different people like different things. I’ll say this: The political stuff gets the press, but the relationship jokes sell all the seats.”
The same is true for master sellers. What works on one buyer probably won’t work on another. The key is to be flexible and focus on building a relationship.
Habanero Media Network
Listen to our other podcasts at Habanero Media
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How to Connect with Pat Helmers at Sales Babble
Sales Babble shares selling secrets for non-sellers. 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. See https://salesbabble.com
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.
This is a production of Habanero Media https://habaneromedia.net
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