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Why We Treat Buyers Like Family #507
Each January I travel to a small island at the southernmost tip of the United States. Key West has a motto: “All people are equal members of One Human Family”. Not only do I agree with this, but apply this to prospective buyers. In this episode, we investigate the power of building rapport and how viewing perfect strangers as Family can erase skepticism and cultivate trust, which is the foundation of any successful selling opportunity.
Today’s Chapter: Being a Cousin
When selling
be a stranger to no one
Cousin to all
just like family, you rarely see
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 show. 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 about their travels, where they were from, where they had eaten the night before, and what they hoped to learn at the event. 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!”
Pat agreed, “They are a good fit but now is not the right time. Our goal is to build relationships, connect, and follow up at a later date. They are here to build relationships. The last thing they need is an infomercial!”
“So what’s the plan?” asked Chris. Pat responded, “Throughout the conference, I’ve asked each of the prospects if they would like to continue the conversation at a later time. They all said yes.
“Back at the office I’ll follow up and say how great it was to meet them and mention some detail they shared when we met. You become memorable this way. When I ask to schedule a sales call, they’ll be happy to agree”.
Take Action Quote
Lao Tzu wrote, “Masters don’t accumulate, the more they help the happier they are. The more they give, the wealthier they are. ”
This is true for sellers too.
People are more alike than not and just like you have the same hopes, fears, wants, and needs. To know this is to know the interconnectedness of all humanity. Treating everyone as family cultivates trust, even with strangers. When buyers are open to listening, it’s effortless for sellers to help.
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 discussed all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most importantly the right selling mindset. Stop fearing sales and embrace it.
This is a production of Habanero Media https://habaneromedia.net
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