Some interactions with customers almost seem to be divinely inspired, while others feel like youíre trudging though mud and muck, getting nowhere fast. Whatís the cause of these very different scenarios?
The Inspired Sale, one in which the buyer feels a compelling need to buy and buy from you, always has two components: trust and compulsion. Without both of these, selling becomes a difficult, if not impossible task.
Without trust and compulsion, you experience Shields Up, the sales equivalent of the shields in spaceships in science fiction. Buyers deploy ten different shields to protect themselves from a sales pitch, especially when they donít trust you nor feel a compelling need to buy from you, even when they have a need you can fulfill. Trust must be built first before compulsion can move the conversation towards a mutually beneficial relationship where the needs of all parties are met.
If a buyer can benefit from what you do and trusts you, yet, doesnít feel an irresistible urge to buy, you have someone who is just going through the motions. He feels good, you feel good, yet these good feelings are doing nothing to benefit either of you long term. In order for a trusting buyer to gain the compulsion to buy, the salesperson must engage a collaborative dialogue where the buyer sells himself on buying and buying now.
You get a resistant buyer when she has a need to buy but doesnít trust you enough to buy from you and your company. Time, energy, and effort to build trust are the next course of action.
Trust and healthy compulsions to buy are each, in and of themselves, valuable commodities. In combination, they create an alchemy that produces golden results for everyone. The task of every salesperson who wants to sell more is to ensure that both elements are part of every relationship.
Learn more about the ten shields buyers deploy and how to get them to engage Shields Down. Buy your copy of Sales Yoga today.
- Scott Wintrip, StaffingU Founder and President
Scott Wintrip, PCC (scottw@StaffingU.net) is Founder and President of StaffingU, the leader in providing relationship-building techniques guaranteed to grow your business. For information on StaffingU's programs and services, including TeleClasses (live telephone-based classes), Virtual StaffingU (web-based courses), individual and group coaching, on-site training and speaking, and consulting visit www.StaffingU.net or call 866-SU-WORKS (789-6757).