From the author:
The personality decides!
What do you do first when you are planning a new purchase, for example a new television? Do you "google" the latest models first and are then overwhelmed by the offer? And why do we usually choose one and not the other offer?
This goes to most of us, no matter what products and services we are looking for: how to compare first. For sellers, this means that they must be comparable, anytime, anywhere. Therefore, good prices and good, clearly recognizable achievements at the first glance are important!
Trust is important!
But then comes the second step: what should potential customers do if you have so many similar offers? Since it is so challenging today to differentiate themselves from products and services, good sales people must also bring their personality into the sales process.
The customer should know from whom he bought what, he should remember you as a person so that he can come back to you when it comes to the next purchase. When the going gets tough and the facts of an offer are comparable, it is these so-called “soft factors” that count.
The visual shopping experience
In addition, we should think about the biggest buying motive of our time: trust. The customer wants to trust, unfortunately, it is unfortunately often made very difficult because he does not feel that it is really about him, but to profit for each Company.
If you as a seller really puts the needs of your customers in the center, the one does not exclude the other, on the contrary, the more you listen as a seller and make the right conclusions, the less discussions will be about the price.
Install the internal projector of the customer
Whoever manages to turn on the “inner projector” of the customer and offer him a buying experience, in which he can visualize what will happen and what will happen when he uses your product, has emotional selling applied as it should be.
Being authentic is therefore important - especially in sales. Good salesmen manage the balancing act between their own authenticity and the wishes of their customers. Because in sales: Make dreams come true!
Stay yourself; the customer remembers it when you move and becomes suspicious. It is always good to know how I work on other people.
After all, those who want to convince their customers first of all have to remain true to themselves - but also listen carefully and respond to the wishes of their customers!
"What do you like about me?"
Of course, now you can come here and have a personality profile analysis done, or you can actively get feedback. With friends, relatives, acquaintances, by whom.
Ask these people: What do you like about me? What could I still work on in your opinion? If you then compare the answers with your own opinion about yourself, you might be surprised.
Self-perception and foreign perception
No, you will be surprised. Often we perceive ourselves at least partially differently than our environment does. Just give it a try and it's fun to watch the respondents' reactions.
Of course you can also ask these questions to your best customers: What makes them buy from us? What would you like to do with us? Take the suggestions and then do what suits you, with which you feel comfortable and also the customer.
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German edition: ISBN 9783965960404
English version: ISBN 9783965960411 (Translation notice)
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