Imagine a doctor talking to a patient: “There are three of us – you, me and your disease. If you and your disease are alone against me, I will not be able to help you get well. I will help you overcome the disease only if you and I join our efforts against it.” Logical? And how to translate all this into sales?
DECENTRATION – THE ABILITY TO LOOK THROUGH THE EYES OF THE BUYER
When preparing for a meeting with a client, as chinese uk well as during a conversation with him, try to mentally put yourself in the buyer’s shoes and, as if through his (the client’s) eyes, look at the very situation in which you both are now, try to feel what he can feel now, try to imagine what he now thinking From the situation “me and him on different sides of the barricade” you will be able to move.
To the situation “me and him on the same side of the barricade
The sales situation would look like this: buyer, seller, and the buyer’s problem. The salesperson must realize that “I will not be able to sell until the keep current patients and increase customer and his problem are all in front of me. Only if the buyer and I unite our efforts against his problem (we are on the same side of the barricade) will I be able to achieve my goal.
Decentration is a skill
An all our other skills (swimming, driving, etc.) ne to be constantly develop. Continuous application of the decentering method in customer bulk lead relations will help you understand: that people are different. 8 out of 10 sales managers act as if the customer cares about the same things they care about, as if the customer should enjoy the same things they enjoy and hate it what sellers don’t like.