How persuasive are you selling to someone with a personality and communications style opposite yours?
Most salespeople tend to be persuasive when their buyer’s motivations or interests are like theirs. The real selling challenge is selling to somebody opposite of you.
How do you sell to a detailed person if you’re more big picture? How do you make sure you’re able to communicate and deal with their comfort zone, not yours?
This personality stretch factor is a challenge for most salespeople. They’ve grown up selling to people just like them. What happens when buyer’s interests are different than yours?
What are you doing to help your reps understand their strengths and also where their personality and communications skills can be improved? How are you helping them stretch and understand how to be persuasive to all individuals, even those completely different than themselves?
Today’s video talks about why it’s so important to be able to sell to all buyers…not just the ones like you. Because, if we can help a sales rep increase their flexibility and ability to sell to those different than themselves…they sell even more!