Being effective in selling today requires us to sell to the full range of buyers available to us. How flexible are your reps at selling to someone who is not like them?
There are numerous ways to clarify and define the differences between buyer personalities. One of the simplest and most straightforward ways to discuss buyer differences is to compare the motivation of task buyers vs people buyers.
Task buyers are more interested in the facts and talking about how your proposals will impact their numbers, while people buyers are more interested in talking about how your proposal will impact their people. The key is for each member of your team to first know which personal bias they have and then to develop specific plans and language to persuade someone opposite of why they personally would want to buy.
Most reps are effective at selling to someone just like them. The challenge is when we need to be persuasive and connect with someone opposite of our personality and communications style. Think your team can expand their persuasive effectiveness by learning how to sell to a wider range of buyers?
Join me as I share ideas to help effectively sell to both people biased, as well as more task biased buyers. Being effective selling to a wider range of buyers could help all members of your team sell even more!