8 Suggestions You Must Know To Selling To An Influencer

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?"

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