Mars and Venus - Part IV: What makes sense to buyers?
I am using the term sense, however to mean how they actually mentally process information. While each of us has five senses, we normally perceive the world stronger through one than the other four.
Knowing which sense a person favours, can really help your levels of communication with that person.
Did you ever forget something, like the name of a song, and you were describing your frustration to someone at not being able to remember it. Which of the following 5 sentences might you use to describe your situation?
It is so frustrating; I can feel it right on the tip of my tongue. I nearly have it; I can hear it clearly in my head. It's so close; I can see it in my mind's eye. I want to remember that so badly, I can almost taste it. It just stinks not being able to remember it.So which of these did you associate with?
For me it is visual, but I don't know which one it is for you right now. You probably don't know which sense your customer uses.
Once you do know, it is like finding the combination to a safe.
This is the key to finding the language to use with your prospect, so that you are on the same page, and they can start to understand precisely the benefits of your offering.
So how do you find out which sense a prospect favours?In reality most people favour one of three senses; hearing, seeing and touching. The best time to find out people's strategies is during the small talk, or ice breaker conversation at the beginning of a meeting.
You may be discussing hobbies; an easy example is when somebody says they love golf. You might say something like, "It is great when one hits a good shot and how do you know when you have hit a good one?"
The response is likely to be something along the lines of;
I love seeing the ball arcing up, and falling in the centre of the fairway. That feeling when you make a clean strike is magical. It's the sound; there is no sound sweeter that a well struck drive.If you were selling clothes, you might ask "what do you look for in a garment?" In this case most clothes buyers normally go by look and/or feel, but they do major on one, and their responses would be similar to one of the following;
I look for a good cut, with vibrant colours I like the texture, the material should not be abrasive. How to adapt, once you know which sense a buyer favoursYou might be selling sports clothes and love the texture of the latest range of active wear, but your buyer is a visual person. In this situation, you must go with their strategy and ask them questions about what they are looking for in a range of colours and what cut they believe their customers want.
It is important to note here, that even after you have elicited the buyer's strategy, you do not go into sell mode. It is still vitally important to remain in question mode. The key is to ask questions, that the prospect can feel comfortable in answering.
While this is just a summary of how people buy, in order to ensure you are able to connect correctly, you should ensure that you ask the right questions to ascertain someone's strategy, as it relates to the value proposition of your offering.
There is no point asking the clothes type questions, if you are trying to sell a sophisticated piece of customer service software to the Service manager of a large telecommunications company.
ConclusionEvery day, we use the 3R™ Success Framework, to help companies reach the next level in their growth strategy, and as we enter the execution and monitoring phases we help our customer's sales teams know exactly how to achieve superior results using these tools.
This type of targeted assistance is not something that can be delivered through standard classroom or eLearning methods. Our customers tell us, that this can only be achieved, when they really want to explore ways of achieving levels of true excellence. We do this through a combination of coaching and mentoring, of both the executive team and the sales team, to achieve superior results.
This series of articles will explore the different psychological buying patterns or your customers, and help you to identify how they make decisions.
Source: Free Articles from ArticlesFactory.com
Related Tags: to, and, buyers, what, sense, mars, venus, part, makes, iv
This article was written by Peter Lawless, founder of 3R Sales and Marketing. For previous articles like this, visit 3R's Articles. Alternatively, subscribe to Success our free monthly Information Bulletin with sales and marketing articles.Do you require a business growth specialist in Ireland with particular expertise on sales, marketing and business development? We help you get more sales leads, close more sales & increase your profit. Your Article Search Directory : Find in Articles
Recent articles in this category:
- Tips To Better Prepare Yourself For The House Buying Process
Everybody who has been through the process of buying a home will attest that it can turn into a very - Gain Qualified Prospects With The Cash Cow Sales Funnel
I've had the privilege to work with hundreds of sales and business people all working hard to make m - How To Write A Good Telemarketing Sales Script
By defining your specific selling process you will be able to apply a system that works over and ove - The Popularity Of Antique Cabinets Over The Years
Ever since collectors have been hoarding pieces of value and interest, antique cabinets have been ar - Guide In Selecting Clothes Hangers
One of the least respected areas in your home is your wardrobe. Most of the time it is stuffed with - Does Mattress Manufacturer In China Reliable?
The time we spend on bed is almost 1/3 of our whole life! So it's very important for everybody to se - What Makes A Good Salesperson
This fact is not hidden nor is this thesis cutting edge. There are a lot of personality and professi - Proper Preparation Prevents Poor Performance: Tips & Tools To Increase Productivity
Prior proper planning prevents poor performance. It may be a tongue twister, but it's important to r - Attractive Votive Candles
Impeccable range of candles and lanterns enhance home interiors. Simple yet elegant in design and fi - Sales Articles - Do You Want To Find Building Maintenance Supplies In Your Area?
Building maintenance supplies are among key factors to protect buildings against excessive depreciat
Most viewed articles in this category:
- Cold Calling - A Surprising Way To Gain Insider Information
If you knocked on all the doors in your neighborhood, you'd learn a lot about the people who live ar - How To Touch More Clients For Referrals
Interested in more referrals? Want to guarantee success in any referral marketing program? Here is a - How to Embrace and Thrive in Today's Buyer's Market
As fun as the last few years were to be in a piping hot real estate market, it's now time to accept - The Power of One
One is a very tiny number. However, it can have a tremendous impact on your revenues. Here are some - Sell Your Customer What They Need
When it comes to selling your products it is important to ask your potential customers probing quest - Profiting With Private Label Rights
There are three basic rights you should know about when it comes to resale rights marketing. T - The Lazy Way to Increase Your Sales Immediately... without spending a penny!
Let’s start at the beginning… First up, how do you define an affiliate program, or affi - Your Sales Self-Image
All sales success is the result of a foundation grounded in right attitudes and positive self-esteem - Sales And Marketing - Let Others Do The Work
There are many different ways in which businesses of today approach potential prospects and customer - The Financial Influencer
In my last article, I talked about the four influencers you have to deal with in a B2B sale. The fou