How do successful sellers proceed?
This is one of the reasons why sellers try to make it as comfortable as possible for the customer. Car dealerships are designed according to the manufacturer's specifications to create the ambience that appropriately interprets the brand essence. The salesman is also trained to create closeness to the customer through appropriate behavior and thereby generate conviction.
The successful seller talks to the customer about music and his holiday plans. He ensures that the customer feels as a guest in the car house, coffee and leather sofas support this impression. The seller builds sympathy to the customer, similarity is a crucial factor - same clothes, likes for sports or holiday destinations and more. So the emotional sales trap is set up perfectly.
The same environment creates proximity
The Council of equals or at least the same dressed is regarded as more important and valuable. All this is the basis for the following purchase recommendation, which is then felt rather as advice of a friend than as aggressive acquisition.
I am particularly close to people who belong to my immediate environment, to my network. Belonging to the same circles, to the same caste creates proximity. And good relationships only hurt those who do not have them. You know each other, like yourself and help yourself. Rotary or Lions call themselves service clubs, socially engaged, worldwide networks. Nonetheless, they focus on closeness and relationships. Former employees from counseling or graduates from universities also trust the common background and the connection to their former environment. Professional success needs networks: It helps to know the right people.
Equal values and background create trust
We want to trust the people in our environment. The same values, a similar background, comparable experiences provide more confidence. The explanatory factor is closeness. When something connects us with other people, we support them and give them our trust. Similarity has a particular effect. Employees who have similarities with their executives in individual characteristics - or have learned to develop them over time - can expect sympathy and acceptance rather than colleagues who do not.
Connect to your network, node by node. Identify the relevant contacts and maintain them intensively. Good networks are cleverly selected and maintained. In networks you have to invest, through communication, because the others can also benefit from you.
Nearness seems magical
If you want to make a really steep career, marry the owner. Then you inherit the publisher or the corporation. This has often led to success in Germany. Or you do it like Rebecca Brooks: She started as a secretary to the news and eleven years later she was editor-in-chief.
In the mirror is how she did it: "Brooks learned tennis when her boss played tennis, and learned to play golf when she got another boss with different preferences. And then she made her sailing license, though none of her direct bosses sailed. But the Murdochs sailed, and the breakthrough into the tycoon's family created the first foundation for their current position. "People like people who have something in common with them. The proximity is magical.
More knowledge - PDF download, eCourses or personal advice
Offline download: Download this text as PDF - Read usage rights, Because we do not automatically submit the title of this text for privacy reasons: When buying in "interests" the title register if support is needed. After buying text exclusively Download at this URL (please save).
Your eCourse on Demand: Choose your personal eCourse on this or another desired topic, As a PDF download. Up to 30 lessons with each 4 learning task + final lesson. Please enter the title under "interests". Alternatively, we are happy to put together your course for you or offer you a personal regular eMailCourse including supervision and certificate - all further information!
Consultant packages: You want to increase your reach or address applicants as an employer? For these and other topics we offer special Consultant packages (overview) - For example, a personal phone call (price is per hour).