When you are talking with anyone in any situation, whether it be personal or professional it's important to maintain your authenticity. Never be something or someone that you are not. Don't compromise your integrity, ever. Everyone has different personality styles and everyone has different motivating factors (to a degree) that help inform their decisions. It's important in sales to conform to someone's personality style without compromising your own. If you can do this, you will be successful. If you go too far, you come off as cheesy and disingenuous and you will not be successful and you'll feel like a charlatan and will hate your job. But trust is built out of knowledge. If someone feels comfortable with you (you've met them half way via their personality style) and you are able to show knowledge of their industry, they will buy from you. It doesn't matter if you're selling to Dave Ramsey or some brand new buyer. I've always been able to quickly establish an atmosphere of trust, even at the beginning of my career. It was later that I learned how to leverage that trust and forge long lasting business partnerships. But I love talking with someone that "get's it." It's easier and I tend to learn a lot. EDIT: I'm curious if it's a challenge of its own when you're playing someone who can play.
It's so much more rewarding and in no way is it "manipulation." Selling isn't a "trick" and the best buyers know this. They see the salesperson/buyer relationship as a symbiotic one. The buyer needs the consultation of the salesperson and is willing to pay a premium for it. Tng, keep these posts up cause they're awesome
-Thank you. That means a lot to me. I can't tell if these are lame or helpful :)
Totally! You could set up a landing page and sell your "ultimate seller course" for at least $49,95. And it would be better than 95% of the stuff out there, no joke. I love these, keep 'em comin' thenewgreen :D
Great explanation, thanks. To be clear I wasn't suggesting you were actually intending to manipulate or manipulating, and it makes a lot more sense from the perspective you describe: kb is right, I'd 100% download this on my Kindle app. Speaking of which, are there any inspiring books or guides that have taught you these or any other salesmanship skills and techniques? Perhaps that would be its own post but I'm itching to dig into it.Everyone has different personality styles and everyone has different motivating factors (to a degree) that help inform their decisions. It's important in sales to conform to someone's personality style without compromising your own. If you can do this, you will be successful. If you go too far, you come off as cheesy and disingenuous and you will not be successful and you'll feel like a charlatan and will hate your job.
The modern day holy grail of selling. If you work for a major sales force, chances are you have been or will be using this method. It's all the rage and for good reason.