Do Not Sell the Way You Buy
Posted: Wed Jan 29, 2025 11:02 am
I then asked a question to the audience. “How many people have heard of the Sahara Desert?” Most of the hands in the audience went up. I then asked, “How many people here have actually had the first hand experience of visiting the Sahara Desert and experiencing it for themselves?” No hands went up.
“So, then, how do you know it even exists?”
Silence. I then continued, “If you’ve never experienced it then how do you know it’s real? Just like the questions I suggest you start using that will make your sales efforts pay off in more than ever. If you’ve never used these questions, then you really have no idea whether or not they will work or how they will be received by your prospects.”
I was building my case. I then turned to the bosnia and herzegovina telegram data audience and said, “Do not sell the way you buy.”
Now, you may feel at this point that I’m contradicting some universal selling principles. After all, conventional sales wisdom handed down through the ages suggests how important it is to empathize and sympathize with your prospects and clients.
However, there’s a very fine line between understanding and respecting someone’s decision making process; and assuming that everyone makes a purchasing decision in the same manner and using the same criteria that you do. Moreover, there is also the faulty assumption that your prospects respond in a similar fashion to the type of sales approach and the type of salesperson that you respond to and would buy from.
I then shared a personal example of the dangers of selling like you buy. “Folks, if I sold in the same manner in which I make a purchase and then in turn, transfer those values and beliefs on each prospect that I speak with, then I could tell you with great certainty that I would not be up here talking with you today.”
Reason being, when I make a purchase of any substantial amount, I take the time to research my options and learn about the different products or services available. By the time I’m ready to actually make the purchase, whether it’s something for my home, a television a car or a computer, more often than not, I will know more about the product, the competition and the marketplace than the person who is attempting to sell it to me.
“So, then, how do you know it even exists?”
Silence. I then continued, “If you’ve never experienced it then how do you know it’s real? Just like the questions I suggest you start using that will make your sales efforts pay off in more than ever. If you’ve never used these questions, then you really have no idea whether or not they will work or how they will be received by your prospects.”
I was building my case. I then turned to the bosnia and herzegovina telegram data audience and said, “Do not sell the way you buy.”
Now, you may feel at this point that I’m contradicting some universal selling principles. After all, conventional sales wisdom handed down through the ages suggests how important it is to empathize and sympathize with your prospects and clients.
However, there’s a very fine line between understanding and respecting someone’s decision making process; and assuming that everyone makes a purchasing decision in the same manner and using the same criteria that you do. Moreover, there is also the faulty assumption that your prospects respond in a similar fashion to the type of sales approach and the type of salesperson that you respond to and would buy from.
I then shared a personal example of the dangers of selling like you buy. “Folks, if I sold in the same manner in which I make a purchase and then in turn, transfer those values and beliefs on each prospect that I speak with, then I could tell you with great certainty that I would not be up here talking with you today.”
Reason being, when I make a purchase of any substantial amount, I take the time to research my options and learn about the different products or services available. By the time I’m ready to actually make the purchase, whether it’s something for my home, a television a car or a computer, more often than not, I will know more about the product, the competition and the marketplace than the person who is attempting to sell it to me.