Selling has everything to do with finding out the buyer’s needs, collecting compensation, and completing the transaction. However, there would not be salespeople if it was that simple. The buyer’s needs could easily be fulfilled by a vending machine. In fact, many buyers shop online with only a vague sense of what might satisfy their needs. Turning a buyer’s vagueness into clear solutions is the job of the salesperson. The buyer is looking for the best solution, delivered in an effective and pleasurable manner. The search engine when shopping online cannot replace a well-trained salesperson.
Buyer’s thoughts are multifaceted
Buyers weigh the many pros and cons of a potential purchase when they shop. Some of these thoughts the buyer might share with the seller. Learning and adapting to the buyer’s various thoughts during the sales process is a complex and intricate task. It is the responsibility of the sales professional to ensure it happens.
The sales clock
Always look at both the buyer’s perspective as well as the seller’s demands with each sales scenario. Waiting out the sales clock after delivering your proposal can be stressful. As the seller, you have to earn a commission, meet monthly targets, and ensure your proper work scheduling. The last thing you want is for your own stress to create a negative impact on the buyer. Remember, it is all about the customer.
Three ways to tap into the buyer’s perspective
- Attentive Listening
Attentive listening can help you, the seller, determine if the buyer is putting you off or merely attending to pressing internal demands.
- Behavior Profiling
Modify your sales process to the style of communication most comfortable to the buyer. All customers prefer to communicate in a manner that is most familiar to them. Knowing the buyer’s behavioral profile will help you to customize a sales approach for each customer.
- Product Presentation
Your sales presentation will have a strong influence on a successful sale. Talk about what the product will do for the customer rather than its features and keep the product presentation focused on the buyer’s needs.
Being able to read the buyer’s signals is crucial to meeting and exceeding the needs of your customers. Masterful salespeople combine a little science with human relation strategies to create a wonderful buying experience for their buyers, while still maximizing their commission. Most of the time, timing is everything.