The Sales Executive Council (SEC) has found that salespeople behave in one of five ways, depending on the situation. Here's what they found.
(As you read this, ask yourself two questions: "Which am I?" and "Which is best?")
Those two questions again:
The SEC found that most salespeople were relationship builders. The idea being that the better someone likes you, the more likely they are to buy from you.
But they found that the most successful salespeople were challengers. In other words, those who provoke customer thinking.
So, whereas the relationship builder often seeks to agree with the customer to enhance the relationship; the challenger often seeks to disagree, to provoke discussion to ensure they arrive at the best solution.
The rationale here is: customers don't always know what's best for them. As Henry Ford famously said "If I had asked my customers what they wanted, they would have said a faster horse".
The simplest way to ensure you challenge others is to teach them something. To make them think "Well I'd never thought of it like that". When this happens, they see you as value-adding. And they want more of it. They seek you out again. Great for them; and for you.
Copyright © 2015 Andy Bounds, communications expert, speaker and the author of The Snowball Effect: Communication Techniques to Make You Unstoppable. You can sign up for his free weekly tips.
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