SALES TIP OF THE WEEK: In High Level Sales, One Size Does Not Fit All

Have you ever wondered why you feel a connection with some customers, while with others there seems to be a wall between you? That’s because we feel a natural chemistry, good or bad, between the individual value system that both the customer and you bring to this call. Our values not only make us behave a certain way, they also determine our body language and our “selling style.” It ultimately influences how compatible we are with others. If our values match we have harmony. If they don’t we feel uneasy with the customer.

Today we have never been more connected then we are with our cell phones, pda’s, laptops, the internet and faxes. We should all be more effective and functional than ever before. However, despite all of these advances, we fail at creating relationships and just being able to communicate with others more than at any time in history. Lost sales are a mirror that reflects this back to you the realization that none of us are as effective at understanding others as we would like to think we are.

For example, what happened the last time a customer said they want to “think it over?” did they ever call you back? How many times did you leave a voice mail or send a fax or email? Did you fool yourself into thinking they just didn’t buy at all? Or were you honest with yourself at least, and realize that they just didn’t buy from you?

Chances are, that you lost the job because of your lacked the ability to see your prospect’s difference from you in how they valued your services and then to also act to do something about it and adjust to become more of what they wanted BEFORE you made your presentation.

In the study of human psychology tells us that we are born and raised with different value systems that are like a template that pulls us different directions. You may value a more aggressive, expressive, passive, or analytical nature. Your customer has one of these same value systems as well. Each system requires a different approach and strategy. If your income is dependent upon your ability to identify your prospect’s buying system and adjust your presentation accordingly, you better do so or you will fall to the level of mediocrity or worse unemployed.

Remember in selling, one size does not fit all. Routine or doing things the same way on every call is your enemy. Have patience, listen and respond to each and every thing the customer is saying or doing. High level selling is customizing your approach and presentation differently for every customer.

Joe Crisara
ContractorSelling.com