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: the customer’s buying style. Be versatile!
We might all agree that tenacity is a desirable quality in a salesperson but to carry on selling in a style that alienates the customer is just a waste of effort. Adapting our selling style to minimise or even eliminate this conflict is therefore essential to our success. This requires a high degree of versatility on our part.
Isn’t it the case that we find some customers to be friendly, yet others we find are remote, some to be cautious, while others are prepared to take risks. From this it follows that there is no one single selling style to suit them all. Neither, therefore, can there be a single selling style that is more successful than another. It’s not our selling style that matters but our customer’s buying style. In each of the cases just described, the buying style is quite different for each and you will need to modify your selling style accordingly if you are to win the order.
Reprinted with permission from Westland Books
Book: How Customers Like to Buy
Author: Steve Deery
Price: Rs 150...
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