Sales can be easy and hard to obtain. It all depends. We found this article that we hope will get rid of some of the mystery and help you close more sales.
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From the article:
Ah, the occupational hazard of being a pushy New Yorker–I am always trying to evangelize my point of view or lobby for position. Of course, I used to do it the hard way. Overwhelm my opponents until they cowered or gave up from exhaustion. See, I had always thought all buyers were similar, and I would try and sell products, services and ideas to all these buyers the same way with the same approach.
But several years ago, I figured out there was an easier and more individual way to close buyers. I didn’t have to sell them. I just needed to communicate the right things to the right people in the right way. I wrote about it in my book ROAR! Get Heard in the Sales and Marketing Jungle. The title is actually an acronym for the method. Here is what it stands for:
Recognize the buyer type with whom you are dealing
Observe from their perspective
Acknowledge who they are
Resolve their need
Empathy! Of course! Acknowledging other people’s position and then approaching the discussion from their perspective allows them to be more open to seeing the benefits of my offering. And looking through their eyes helps clearly identify when I am serving them little or no value. That way I don’t have to waste time and effort trying to sell to someone who will never buy.
But how could I recognize the buyer type? Little did I realize, I was already taught a method for that since early childhood. A way my ancestors had shared for more than 3,500 years.
Every year around this time, like most Jewish people, I sit down for a Passover Seder and am exposed to a 3,500-year-old method of persuasive communication. Every Spring in our culture, we sit down to amazing food and tell… no, sell the story of Exodus from the Old Testament, to our kids. The story book we use, called a Haggadah makes it clear about the types of buyers to whom we are imposing our ideas about Pharaoh, Moses, parting waters, golden calves, burning bushes, Charleton Heston, and 40 years of bread-less wandering. This is all told in this one night. (Well actually there are traditionally two nights if you are doing it right.)
In the Haggadah there is a specific phrase about communicating the story to children: “Concerning four sons does the Torah speak: a wise one, a wicked one, a simple one, and one who does not know to ask.”
This made perfect sense! These were the four buyers with which I could now ROAR!:
The Wise Buyer
Wise Buyers focus on making an unemotional decision based upon facts so they can be assured they did not make a foolish purchase.
The Cynical Buyer
(They’re not actually wicked, just reticent and crafty.)
Cynical Buyers know they have been taken advantage of before, and believe they will be again. They appear skeptical and cringe at being sold because they are fearful and don’t trust easily.
The Simple Buyer
Simple Buyers are straightforward and direct. They want something specific and that’s all they want, be it pricing, some kind of quid pro quo, or some other specific need, and will not waste their time with you if you don’t correctly address their immediate desire.
The Disinterested Buyer
The Buyer Unwilling To Ask or Disinterested Buyer is a potential customer who is not aware of how your offering impacts them. Once you get their attention they will convert to the Wise Buyer, Simple Buyer, or Cynical Buyer.
SIDENOTE: Want to know more strategies to increase sales? Checkout this article with more ideas for busy entrepreneurs article that could be of interest to you.
Read the entire article here: http://www.inc.com/kevin-daum/try-this-proven-3500-year-old-sales-secret.html