Many people who sell a technical product or service often find this hard to understand. They seem to believe that all the customer is interested in are the facts and figures. Perhaps they are, but what happens if they don’t particularly like the salesperson?
2 People sell to people
Before accepting what you say, people need to buy you first. If you find this hard to accept, think about people who have tried to sell you something. Even a politician or a religious leader on television. If you don’t particularly like the person then you’ll find it so much harder to accept what they’re saying.
3 People like people who are just like themselves
It’s important to build rapport, to establish mutual areas of interest, to show you understand and care about the other person’s needs.
4 People are different
Everyone on earth is different; we are all as different as our fingerprints. You may have similar interests, but aspects of your product or service may not be as important to your customer or client as you believe.
5 Don’t stereotype
Always keep an open mind when dealing with the other person. They may not think or behave as you’d expect.
6 Adapt your behaviour to different people
Learn to mirror the other person’s words, tone of voice and body language. This doesn’t mean mimicking the other person; it’s about communicating with them in their style and language. For example – if your customer spoke quietly and slowly; then it would build rapport if you spoke quietly and slowly. Subconsciously, the customer is getting the message that – you are just like them.