Julie Steelman
Sales & Business Bankability Mentor - CEO, SellebrateKAILUA KONA, HI
http://www.JulieSteelman.com
-
Ever notice that some sales feel effortless while others are like pulling teeth?
While it would be nice if there was a one-size-fits-all approach to selling, there are actually three kinds of buyers. Using the right approach with the right buyer can be the difference between sold and out in the cold.
In today’s blog, I’m going to cover the first kind of buyer. We’ll discuss the others in the weeks to come.
Meet the Crystal Clear Buyer
The Crystal Clear Buyer knows what she wants and makes decisions easily. She is well balanced, and evaluates offers logically and rationally.
The Crystal Clear Buyer usually has the means to buy or she wouldn’t waste time – hers or yours – by acting interested. She is highly intuitive.
A savvy shopper, she asks all the right questions. When her head and heart come together, she says yes.
You'll know you are dealing with a Crsytal Clear buyer because her questions indicate she as done her homework.
How to Approach the Crystal Clear Buyer
The secret to a winning over a Crystal Clear Buyer is confidence.
When you present your offer, explain it as clearly and concisely as you can. Tell her exactly what and how she benefits from what you have to sell.
And create some excitement by balancing your sales pitch with emotional payoffs and poignant facts. Crystal Clear Buyers can be inspired to make quick decisions if they feel genuine excitement for the outcome of doing business together.
Remember, this is her head and heart coming together.
Listen to all of her questions and get a clear understanding of what she wants and why. Use her language when you answer. Ask her if what you described fits her needs or objectives. Find out exactly where it fits and where it doesn’t. Make sure to ask both how she ‘feels’ about it and what she ‘thinks’ about it.
The Crystal Clear Buyer will be insulted if she thinks you’re using too much charm and haven’t spent as much time crafting a clear message or offer. So do your homework.
When the Crystal Clear Buyer makes her decision, it’s typically final. Working with her is cut and dry; it’s yes or no and then you move on. Because this type of buyer is so good at making decisions, you rarely deal with buyer’s remorse.
Next week, we’ll meet the Ruminating Buyer. She’s very different than the Crystal Clear Buyer!
