Influencers have a high need for approval and recognition. They love to talk. They want to know about you and they want you to know about them. They are likeable and trusting. They will offer you refreshments and inquire about your comfort. In turn, they want to be accepted and trusted.
In negotiations, they are likely to act quickly, take risks and rely on intuition. After the negotiation, however, they may second guess the decision. Nonverbally, they project an overall image of being open and approachable. They smile, nod in agreement when appropriate, and may even touch you on your shoulders, back or arm when introduced.
Here are some of the suggestions you MUST use if the buyer in front of you suits into this description.
1. Relect the buyer's communication behavior
Return simles with smiles, eye contact and nods of agreement with nods of agreement. Portray as much openness in your posture as the Influencer shows.
2. Create a personal relationship during the bonding stage
Show what you want to develop a long term association. That's mutaully rewqarding. " I am not in this for the quick sale. My main interest is in seeing us build a relationship that will be rewarding and satisfying for years to come.
3. Acknowledge personal pictures, photographs or certificate in the office
Influencers create working spaces that are personally fulfilling and meant to reach out to others. Noticing the personal touches will earn points.
4. Emphasize the intangible of your product or service
Highlight whatever prestige, distinction or esteem comes with your solution. Pinpoint its high caliber, reliability and quality. Focus on intangible attributes as much as those that directly solve the buyer's problem.
5. Demostrate how purchasing your product or service will satisfy others who depend on this purchase
The influencer is making a decision that will affect other people throughout the organization. Acknowledge these people. Help the buyer see how much they will appreciate the decision.
6. Listen for underlying feelings and motives
Influencers are in tune with feelings. recognize those feelings through your responses to buyer statements.
" It seems that what you are saying is..."
"The reason you feel this way is because..." ( Let the buyer finish the sentence for you)
"How much help would you like to see them get."
" What you just said shows concern for the people who will use the product."
7. Bring in third party endorsements
Influencers are reassured by learning that others are happy with your products. Offer testimonials and stories about how lives have been improved.
8. Get a commitment for every decision
You want to guard against buyer's remorse. Ask the influencer questions to head off second thoughts. the answers to these 3 questions will tell you what it will take to solidfy the buyer's commitment.
"I am not syaing this will happen. But suppose a week from now you rethink the wisdom of this decision. What will you do?"
"tell me again...what convinced you to buy?"
"What will you do it next week one of my competitors calls asking you to switch?"
Hope you find these 8 suggestions or any of my articles useful for you. If you are find that they make sense, let's keep in touch.
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Thursday, February 21, 2008
Tuesday, February 12, 2008
6 Tips For Selling To A Steady Relater
Steady Relaters (SR) have a passive approach to problems. This does not mean that they are weak, uninterested or martyrs. They do take a position, but they are neither forceful nor demanding in expressing it. As the term steady implies, these buyers take a measured and balanced approach to conflict and negotiation. They project an unassuming and amiable style. What they may lack in passion they make up for diligence. They are patient and persistent. Nonverbally, they project an openness and non judgmental quality. If the buyer sitting accross you fits this profile, use the following tips:
1. Reflect the buyer's communication style
SRs listen attentively and focus on what you have to say. Their body posture and gestures convey an openness and willingness to discuss. Show them the same. Maintain eye to eye contact. Position your body to see and hear as much as possible.
2. Demostrate a sincere interest
Social bonding is important to SRs. They care and want to know you do the same. Ask about hobbies, family and personal interests. Listen to their answers and comment. Share your personal interests, but only after attending to theirs.
3. Be patient
If you give the impression of trying to impose your agenda or close the sale, SRs will back off. They need to set a measured pace based on their own internal clock. Match you pace with them.
4. Demostrate trust for you and your product/service
The instincts of SRs are to be loyal to you. Give them reasons to see you as a worthy person and to judge your product as dependable.
5. Limit the focus of analysis
SRs like to focus their attention on one particular aspect of your product. Help them gain this focus and at the same time, control the agenda by saying something like, "Given your current concerns and your analytical approach to buying, I think you would be most interested in focusing on. It that right?"
6. Do not mistaken passivity as weakness
SRs are not wimps. They will be as thorough as other buyers. You will have to be as sharp with them as with anyone else. They simply call for a different communication style.
Have you got your free bonus? If not, key in your name and valid email on the top left corner of my blog and it will be sent to you.
1. Reflect the buyer's communication style
SRs listen attentively and focus on what you have to say. Their body posture and gestures convey an openness and willingness to discuss. Show them the same. Maintain eye to eye contact. Position your body to see and hear as much as possible.
2. Demostrate a sincere interest
Social bonding is important to SRs. They care and want to know you do the same. Ask about hobbies, family and personal interests. Listen to their answers and comment. Share your personal interests, but only after attending to theirs.
3. Be patient
If you give the impression of trying to impose your agenda or close the sale, SRs will back off. They need to set a measured pace based on their own internal clock. Match you pace with them.
4. Demostrate trust for you and your product/service
The instincts of SRs are to be loyal to you. Give them reasons to see you as a worthy person and to judge your product as dependable.
5. Limit the focus of analysis
SRs like to focus their attention on one particular aspect of your product. Help them gain this focus and at the same time, control the agenda by saying something like, "Given your current concerns and your analytical approach to buying, I think you would be most interested in focusing on
6. Do not mistaken passivity as weakness
SRs are not wimps. They will be as thorough as other buyers. You will have to be as sharp with them as with anyone else. They simply call for a different communication style.
Have you got your free bonus? If not, key in your name and valid email on the top left corner of my blog and it will be sent to you.
Sunday, February 3, 2008
10 Suggestions For Selling To A Dominant Buyer
Dominant buyers try to maintain control and walk away with most (if not all) of the marbles. During negotiations, they seek to control the agenda. They get to where they want to go because they lead, not because they follow. Nonverbally, they are likely to project a forceful, domineering posture and stance. When frustrated or angry, they may pound fists and point fingers. Vocally, they emphasize their position by increasing volume and may even using profanity for impact. Follow these tips when the buyer in front of you fits into this profile.
1. Never convery to a Dominant that you are hungry for the sale
Sure, you want the sale. But don't beg or plead for it. Giving the impression that your next meal depends on this sale will trigger this buyer's predatory instincts.
2. Go to the bottom line and work backwards
A good opening line with a dominant buyer is "Can we fast forward to the end of the movie and then work backwards? What exactly you need to close a deal that will make you happy?"
3. Match nonverbal behavior
Return the Dominant gaze. Move forward in you chair when the buyer move forward Use your voice and body to emphasiza key points. Come across as passive and meek and the dominant will turn you into a "road kill"
4. Limit small talk
Dominants want to get down to business quicky. As soon as you sense that the buyer is ready for business, switch from your social mode to business mode.
5. Draw lines in the sand
What is negotiable and what is not? What is a fixed policy and what is flexible? Without clear answers to these questions before the negitiaton, the Dominant may kick the sand in your face.
6. Probe assertions
Dominants will try to structure the sale to conform to their wishes. They will assert their requirements up front. Move beyond those assertions to uncover unlying issues with statements like:
Yes, I understand you clearly. Why do you believe that?
Why is that so important to you?
Wht do you mean when you say...?
I wonder if we could examine this issue further.
7. Limit your answering of questions with questions
Answering questions with questions is a reliable way to keep pressure on the buyer, but this strategy will alienate the dominant buyer. Provide specific answers when asked specific questions. Follow up with questions after you present your information. "Sure, I will be happy to answer to that. But how does this information help you?"
8. If you are feeling pressure, identify it as an obstacle to crafting the best possible deal.
Dominant want to win. Your feelings are inconsequential unless they get in the way of shaping a good deal. Consider this as a response to pressure tactics: "I am feeling pressure right now and a little uncomfortable. Because of this pressure I am afraid we might not end up witht he kind of best deal that is best for you. Could we take deep breath, sit back and focus on how we can best solve your current issue?"
9. Offer choices
Dominant need control. Limit their alternatives to what will work for you, but offer choices within those alternatives. You win, but the dominants feel as if they had won.
10. Ask for a summary of any agreements
Dominants are not the greatest listeners. Ask them to tell you what they heard. If there are any misunderstanding, clarify them on the spot. In order to verify that, dominants view the agreements in the same way you do, let them, not you, do the summary.
Looking for inspiration for your sales department, team or even yourself? Here's my recommendation: http://elitecloser.com/inspiration
1. Never convery to a Dominant that you are hungry for the sale
Sure, you want the sale. But don't beg or plead for it. Giving the impression that your next meal depends on this sale will trigger this buyer's predatory instincts.
2. Go to the bottom line and work backwards
A good opening line with a dominant buyer is "Can we fast forward to the end of the movie and then work backwards? What exactly you need to close a deal that will make you happy?"
3. Match nonverbal behavior
Return the Dominant gaze. Move forward in you chair when the buyer move forward Use your voice and body to emphasiza key points. Come across as passive and meek and the dominant will turn you into a "road kill"
4. Limit small talk
Dominants want to get down to business quicky. As soon as you sense that the buyer is ready for business, switch from your social mode to business mode.
5. Draw lines in the sand
What is negotiable and what is not? What is a fixed policy and what is flexible? Without clear answers to these questions before the negitiaton, the Dominant may kick the sand in your face.
6. Probe assertions
Dominants will try to structure the sale to conform to their wishes. They will assert their requirements up front. Move beyond those assertions to uncover unlying issues with statements like:
Yes, I understand you clearly. Why do you believe that?
Why is that so important to you?
Wht do you mean when you say...?
I wonder if we could examine this issue further.
7. Limit your answering of questions with questions
Answering questions with questions is a reliable way to keep pressure on the buyer, but this strategy will alienate the dominant buyer. Provide specific answers when asked specific questions. Follow up with questions after you present your information. "Sure, I will be happy to answer to that.
8. If you are feeling pressure, identify it as an obstacle to crafting the best possible deal.
Dominant want to win. Your feelings are inconsequential unless they get in the way of shaping a good deal. Consider this as a response to pressure tactics: "I am feeling pressure right now and a little uncomfortable. Because of this pressure I am afraid we might not end up witht he kind of best deal that is best for you. Could we take deep breath, sit back and focus on how we can best solve your current issue?"
9. Offer choices
Dominant need control. Limit their alternatives to what will work for you, but offer choices within those alternatives. You win, but the dominants feel as if they had won.
10. Ask for a summary of any agreements
Dominants are not the greatest listeners. Ask them to tell you what they heard. If there are any misunderstanding, clarify them on the spot. In order to verify that, dominants view the agreements in the same way you do, let them, not you, do the summary.
Looking for inspiration for your sales department, team or even yourself? Here's my recommendation: http://elitecloser.com/inspiration
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