Written By: Keith Rosen
Do not sell the way you buy. Projecting your values on buyers – beliefs, assumptions, and mindset – has a detrimental effect on your sales performance and income.
The audience member interrupted me. “Keith that sounds like a tactic a cheesy salesperson my use. I could never do that with a prospect.” He was referring to the four qualifying questions that I claimed are guaranteed to bring in more sales when meeting with any prospect.
“Sounds like that to whom?” I asked. Though, I already knew the answer to my question.
“To me!” the person replied. Those questions that you suggest we ask every prospect sound way too salesy to me. There’s no way that would work with my prospects. (Said a different way, “There’s no way I could ask those questions. I’m scared!”)
“Well, I can certainly appreciate the fact that these questions may sound a bit different or as you say, salesy, to you (especially if you don’t ask the prospect any questions, ever). But what about your prospects? How do the questions sound to them?”
“When you ask these questions to your prospect, do they respond back that you are using cheesy sales tactics?” I clarified.
“Really? Is that what they told you?”
“Not exactly,” the person said and then continued with, “I really don’t know. I’ve never used these questions before.”
“Oh, so if you did use these questions, you’re assuming that they will come across as salesy or unfavorable to your prospects, is that what you’re saying?”
I thanked this person for their comments and clarification and then asked the entire audience how many people felt similar. That is, if they actually took the time to ask the questions (which they never did) they feel that it wouldn’t be something that worked for them. A majority of hands went up.
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 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.
My point is, if I started selling the way in which I make a purchasing decision (projecting), I am now putting my values, thought process and beliefs on the customer, assuming they purchase the same or in a similar way that I do. The result? More objections, less sales.
Besides, what if I was talking with an impulsive or assertive prospect who was ready to buy? I would be talking myself right out of the sale!”
Let’s defuse a costly myth. The old adage of putting yourself in their shoes is really a costly assumption that destroys many a selling opportunity. Why? Because when you “look through their eyes” or attempt to see things how you assume they see them, it is still really what you see, not what they see.
The result? You develop a sales process based on how you think they buy rather than how they actually make a decision. Why? Because how you think they buy is really how you buy. (Is your brain twisted enough yet?)
If you truly want to wear their shoes, then you need to know how they think and what is important to them. Therefore, the only way to uncover how the prospect likes to process information, make a purchasing decision and the criteria they use to do so is by asking better questions.
Now, let’s take this same ineffective model of selling like you buy and turn it around for a moment. If this belief of selling like the way you buy is getting in the way of taking certain actions or asking certain questions when on a sales call, then what about other things that you are doing or saying which you think are safe to you but in fact, are not safe or comfortable for the person you are speaking with because you’re still operating off the same tool, costly assumptions!
The lesson: Don’t believe everything you sell, I mean, tell yourself.
Salespeople who sell in the same manner in which they buy close far fewer deals. Projecting your values on buyers reduces your closing ratio. Take a look at some different scenarios where projecting your own beliefs, assumptions and value system can have a detrimental effect on your performance and income.
Learn more about the problem with projecting and how it can hurt you at the sales negotiation table on this Sales Gravy Podcast Episode
Sell in the manner in which you were trained to sell and stick with the proven selling sequence that works for you and within your industry or profession. Sticking to a proven sales process helps you disrupt your emotional desire to project your values on the buyer.
If you sell in the same manner as you buy, you are projecting your beliefs onto the other people. Since every person’s beliefs and buying habits are different, every prospect processes information differently. What is important to one person may not be important to another. Therefore, there will never be two presentations exactly the same.
While one prospect might weigh company stability and the quality or value of the product as the most important aspect in making their decision, another prospect might weigh price as the most important.
Learn to adapt your presentation around the values of each specific prospect. In the end, people make purchasing decisions based on their style of buying, not yours.
Keith Rosen is fanatical about your success. He is a globally recognized authority on…
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