How are you, as the leader of your sales team, helping your reps understand all the options they have to lowering their buyer’s resistance and to building a solid relationship?
Larry Kindall, in his book “Ninja Selling,” talks about the “Ford Principle – F.O.R.D.” of lowering a customer’s resistance as you begin a sales call. He writes about the four best ways to lower a buyer’s resistance.
“F” stands for talking about your buyer’s “Family” to lower their resistance.
Talking about your buyer’s “O – Occupation” and what they do in their job can also help lower resistance.
Talking about your buyer’s “R – Recreation” or what they like to do for fun is also a great topic to open a call.
And finally, talking about your buyer’s “D – Dreams” can help break the ice so they are moree open to your sales messaging.
“F.O.R.D.” – what a clever way to remember the different options we all have to lower a buyer’s resistance, so they’re more open to our questions and proposals. What can you do, to make sure your team understands and are all using as many selling and resistance lowering tools as possible?
Join me as I share Larry’s idea about the “FORD Principal and our options to lower a buyer’s resistance, so they’re more open to our ideas and proposals…bet if you can do that you’ll sell even more!