Selling does not work!

Selling does not work!
November 11, 2024

Okay, we wrote that subject line to get you to open this email. Of course, selling works, but only when done correctly! So, how do we do it correctly?

Selling works much more efficiently when done how our customers want it done. The more we can align our selling with how our customers want to buy, the better off we will be. The question then becomes, how do we do this?

It is relatively easy from a pragmatic point of view. Every individual has a pace at which they prefer to move. Some move relatively faster, and some move relatively slower. All we have to do is figure out the pace at which any customer is comfortable and adapt. If someone is moving faster than you, speed up. Don’t send long emails or go into significant detail about what you have to offer. However, if you determine someone is moving slower, you should slow down and take your time. Allow them time to consider your information and be patient.

The second thing you need to do is consider what type of person they are. Are they formal, serious, and task-oriented? Or are they informal, friendly, and people-oriented? If they come across as formal, serious, and task-oriented, you should be formal, serious, and task-oriented. However, if they appear friendly, informal, and people-oriented, you should respond in a friendly, informal, and people-oriented manner.

While this is simple to understand, it is challenging to execute. Our natural style is to treat all our customers the same way. We generally work with customers based on their preferences. Ignoring our customers’ preferences may cause problems and make connecting difficult.

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