{"id":38396,"date":"2022-08-30T07:00:00","date_gmt":"2022-08-30T14:00:00","guid":{"rendered":"https:\/\/jeffshore.com\/?p=38396"},"modified":"2022-08-04T06:39:23","modified_gmt":"2022-08-04T13:39:23","slug":"sales-tips-the-power-of-being-your-customers-assistant-buyer","status":"publish","type":"post","link":"https:\/\/jeffshore.com\/2022\/08\/sales-tips-the-power-of-being-your-customers-assistant-buyer\/","title":{"rendered":"Sales Tips: The Power of Being Your Customer\u2019s Assistant Buyer"},"content":{"rendered":"
Your customer is, by nature, an extremely emotional creature.<\/span><\/p>\n When making a big-ticket purchase, even normally stoic and even-keeled people feel a keen sense of heightened emotional response. And why not? Parting with a large chunk of hard-earned cash for a life-altering purchase calls for some emotion!<\/span><\/p>\n This is why you, the salesperson, play a key role in the buying process. I share thousands of sales tips every year, but this is still one of my favorites.<\/span><\/p>\n Big-ticket purchases come with certain built-in service needs for your customer. The best salespeople meet these needs with grace and skill. I recommend that big-ticket salespeople assume the role of \u2018Assistant Buyer.\u2019<\/span><\/p>\n If I, as a sales counselor, understand you, the customer, extremely well, I can offer insight, suggestions, and guidance in your best interest.<\/span><\/p>\n I exist to help you buy.<\/span><\/p>\n The Assistant Buyer paradigm assumes that the sales counselor exists for the customer, not themselves. Many salespeople find this to stretch their thinking quite a bit, especially those who believe that sales is something they do to their customers rather than for and with their customers.<\/span><\/p>\n The Power of Trust<\/b><\/p>\n The sales process is a partnership. Think about that word, partnership. It implies some degree of trust between partners. Whether these are business partners, marital partners, or tennis partners, a partnership is, by definition, a trusting relationship.<\/span><\/p>\n As we all know, building trust is a process. When I talk about building a trusting relationship with your customer,\u00a0 I am not necessarily talking about building the type of friendship where you want to go camping together (though it happens!).<\/span><\/p>\n Instead, we need to establish enough of a relationship that your customer knows that you actively seek their best interests.<\/span><\/p>\n Think of it this way: would you buy a car from your brother-in-law? How you answer that question depends on your relationship with your brother-in-law. Some of you automatically thought, \u201cAbsolutely!\u201d Others immediately thought, \u201cNot in a million years!\u201d<\/span><\/p>\n The odds are that your response is directly proportionate to the amount of trust that exists between you and your brother-in-law.<\/span><\/p>\n You may react negatively not because you believe your brother-in-law will rip you off but because you know that he is not competent to assist you in this area.<\/span><\/p>\n Similarly, your customer will evaluate both your emotional intelligence and your competency as the two foundations of a trusting relationship.<\/span><\/p>\n The trust relationship you develop with your customer becomes the platform on which you build your entire sales presentation.<\/span><\/p>\n No trust = no credibility = no influence = no sale.<\/b><\/p>\n In addition to expert knowledge about your industry, work to understand the emotional nature of big-ticket buying. Then, assume the role of \u201cAssistant Buyer.\u201d<\/span><\/p>\n Equipped with these tools and this perspective, you will change your customer\u2019s world.<\/span><\/p>\n","protected":false},"excerpt":{"rendered":" The Assistant Buyer paradigm assumes that the sales counselor exists for the customer, not themselves. Many salespeople find this to stretch their thinking quite a bit, especially those who believe that sales is something they do to their customers rather than for and with their customers.<\/p>\n","protected":false},"author":8,"featured_media":38398,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":[],"categories":[1],"tags":[],"acf":[],"yoast_head":"\n