Yesterday, I started a post about selling and sales, and why people buy. Today, I am going to list the 4 reasons why people buy and talk a little bit about the selling process. Ready?
People buy for all kinds of reasons, and despite numerous studies on the subject, no one has actually nailed down what selling skills or tactics work the best. But, the following reasons have been documented in many studies:
1. Expertise – The achieved level of skills and knowledge possessed by an individual. In other words, people buy from people they believe to be experts.
2. Empathy – The ability to identify and understand some one else’s perceptions and feelings. Translation – people tend to buy from people they perceive to be like them.
3. Enthusiasm – The passionate interest in a subject or eagerness to do something. The more pumped you are, the more people tend to buy from you.
4. Ego – The appropriate level of a person’s idea of their importance or worth. Ego really is a critical factor that can either help or hinder your sales progress.
Now, the degree to which any of these factors plays a role in your client’s perceptions can vary throughout the sales process. For instance, at the beginning of the sale, when first meeting the client, too much enthusiasm and/or ego can be a turn-off. It is important to gauge the client’s reactions and adjust.
So focus on the Client
In order for your client to come to a mutual understanding of needs and possible solutions, you have to first determine their needs. From the initial contact, keep your client involved through questioning techniques and active listening skills. You do this through the entire sales process, or the stages of selling.
Now onto the stages of selling
Each step of the sales process goes hand-in-hand with the stages of the process that a client goes through when they are making a buying decision.
- Need – The client has a need you can solve.
- Proof – You have to prove to the client that you can solve their needs; build credibility in your company, in your product or service, and in you as the person performing the task.
- Risk – The client feels a perceived risk; will the cost be worth the benefit? Will it be what they wanted?
You add value by how you sell
You aren’t simply selling a new bathroom or lawn service; you are establishing and building a lasting relationship. That relationship is based on matching the benefits you the contractor provide to your client’s needs, and by adding value through the way you sell. Your relationship with your clients depends to a large degree on how they perceive you, as well as how they view your proposed program. So brush up on your selling skills, learn how to read your prospect and always treat each sit as if it were the most important to your business…because it is!
These 2 posts are from my ebook on selling for contractors. If you liked these posts and think you might benefit from the rest of the guide and other training materials, you can check it out here.