Join Christopher Matthew Spencer for an in-depth discussion in this video Understanding why people buy, part of Sales Skills Fundamentals.
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There are many reasons why people buy things. Consumers shop for luxury items to fill emotional desires or to achieve a perception of status. Others buy for educational purposes, entertainment, or actual need, as would be the case with buying groceries, for example. Salespeople often sell the sizzle but not the steak, and this can lead to disappointment and buyer's remorse. Creating customer value and embracing your customers' values will be the most powerful drivers to selling.
Customers are willing to part with hard-earned money for meaningful experiences. You know that's why Disneyland, despite the enormous price tag for entry, continues to be completely crowded year after year. The most successful salesperson will create the value desired by his or her customers. From basic needs to total indulgence, consumers buy for a variety of reasons. It's critical for you to identify with your customers and to focus on the reasons that they buy from you. You know, it's harder to sell fads than to sell basic needs, and that said, there's far more opportunity to sell people something that they consume rather than something that's acquired for vanity, fun, or simply admiration, meaning that you'll have more selling moments pedaling coffee than offering a collectible plate.
I'll explore the facets of buyer purchasing habits and how to tap them. This will also help you choose a career that has stamina and will yield the low hanging fruit that makes it a career for a lifetime.
This course also covers the basics of connecting with prospective clients, making convincing presentations, understanding and maximizing the sales cycle, measuring sales abilities, and practicing sales skills in role-playing scenarios.
- Becoming acclimated to selling
- Understanding common sales terminology
- Honing communication skills
- Conveying passion and thoughts
- Listening actively
- Winning the confidence of others
- Asking for referrals
- Making cold calls
- Setting realistic sales targets and achieving them
- Keeping good sales records