directly and focus on the bottom-line result he will get from using your product
or service. The more convinced the driver is that your product or service will
help
him in a short period of time, the faster he will make a buying decision.
When dealing with a socializer, be positive and open. When the prospect
begins talking about personal or business matters that have nothing to do with
your product, gently bring the conversation back to
focus on the reason for your
visit. When the prospect agrees to go ahead, write the sale up quickly and get a
signature as fast as you can. Otherwise, he might forget.
Take Time to Observe and Analyze Others
Before you begin to sell, figure out what type of person you are talking to, and
then structure your answers and your presentation in such a way that it satisfies
their needs rather than
yours.
Even better, develop four separate sales presentations—the Analyzer/Thinker,
the Relator/People person, the Director/Driver, and the Socializer/Achievement
type of buyers. Be prepared to slip in and out of different
sales roles as you find
yourself dealing with different types of customers.
Moving Right Along
The true beginning of the sales process is
after the salesperson has established
a certain degree of trust and rapport with the prospect.
Trust is
the major factor
in the sales process today. Until a person likes and trusts you, he is not open to
what you are selling or how good it can be for him or his company. Trust is
everything.
The
bigger the product or service, the longer it usually takes to develop this
feeling of trust and rapport. With large products or services, the entire first
meeting can be taken up with feeling each other out
and sensing whether or not
there is a good fit between a salesperson and the company.
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