Selling with a Difference

Think back to the last purchase you made. Whatever it may be – major, minor or any of the other chords in-between. Recollect your experience – the sights, the sounds, the feelings... 

Now, if you were to answer a poll on "When you buy a product/service, does the seller largely sell it to you in the manner that you want to be sold to," then the odds are that your answer would fall in the greater percentile of respondents that said ‘No’. (You may also answer the poll given alongside)

Anything new in that? Absolutely nothing. Have you ever paused to consider the reasons why this happens? And let’s move deeper from the general, universally accepted conjecture that we are all different from each other. Consider your past buying experiences...

Have you ever felt like buzzing the salesperson whose sole focus was on showing you the beautiful brochures, catalogues, cuts, colours, patterns, graphs, charts, giving you test rides, making you feel the product…when all you wanted was for him to talk and explain to you about the product/service? Does that sound familiar to you?

Or have you ever felt like running from the scene when cornered by the talkative salesman…when all you wanted was simply to experience the product/service, maybe try it? Does that feel familiar to you?? 

Have you ever seen yourself pulled and coerced into trying the product/service or listening to endless spiels on the benefits…when all you wanted was to see the choices, the colours, the styles, the looks, the catalogue? Does that look a lot familiar to you???

These are just but examples of the nuances involved when buying and selling. Nuances based on patterns of our choices. Which aspect of the product/service appeals to me predominantly – the look of it, the sound of it or the feel of it?

When the salesperson first strives to understand and become aware of the predominant buying patterns of the buyer, then sells the product/service in that very same pattern, that's when selling happens with a difference. 

The difference being the unconscious rapport that is generated, paving the way for long term relationships. 

For further readings on selling, go to my posts:

Five secrets to confident communication in sales

Saying No to the customer

Service in 'Customer Focus' while selling

Rapport in selling