PEOPLE LOVE TO BUY: SALES STRATEGY FOR BUYING VERSUS SELLING

In the world of sales, there's a significant difference between creating an environment where customers feel they are buying, versus one where they feel they are being sold to. The former fosters a sense of empowerment and satisfaction, while the latter can often lead to buyer's remorse. So, how can you create an environment that encourages buying? Let's delve into this sales strategy.

Firstly, it's essential to understand the difference between the two environments. When a customer feels they are being sold to, they often feel pressured, rushed, and manipulated into making a purchase. On the other hand, when they feel they are buying, they feel in control, valued, and satisfied with their decision.

Creating an environment to buy starts with building trust. Trust is the cornerstone of any successful business relationship. It's about showing your customers that you genuinely care about their needs and are not just interested in making a sale. One way to build trust is by discovering shared views. This could be views on business, family, or core values. By finding common ground, you can start to establish a connection with your customers, making them feel more comfortable and open to buying.

Next, focus on providing value. This means understanding your customer's needs and offering solutions that meet those needs. It's not about pushing your product or service, but about showing how it can solve a problem or improve the customer's situation. By focusing on value, you shift the conversation from selling to buying.

Another crucial aspect of creating a buying environment is transparency. Be open and honest about your products or services, including any potential drawbacks. This honesty will not only build trust but also helps the customer make an informed decision, further reinforcing the feeling of buying rather than being sold to.

Listening is also a key component. By actively listening to your customers, you can better understand their needs and concerns. This understanding allows you to tailor your approach and offer solutions that truly meet their needs, further enhancing the buying environment.

Lastly, respect your customer's decision-making process. Some customers may need more time to make a decision, while others may be ready to buy immediately. By respecting their process and not rushing them, you create a more relaxed and comfortable buying environment.

In conclusion, creating an environment to buy versus being sold is about building trust, providing value, being transparent, listening, and respecting the customer's decision-making process. By doing so, you not only increase your chances of making a sale but also create a more positive and satisfying experience for your customers. 

Remember, people do business with those they know, like, and trust. So, start by getting to know your customers, discovering shared views, and building a relationship based on trust.

Do you want to learn more about creating a sales strategy for success? Reach out to schedule a call to see if our effective sales training is a good fit for you. 

By: Author Scott Schilling - Executive Coach, Trainer, International Speaker & Communications Expert Owner- Scott has presented at over 3,000 live events, written numerous books, and personally sold millions of dollars in products, goods, and services. To learn more, reach out to Scott at TheSalesAndMarketingDepartment.com.

Connect with Scott on LinkedIn:  https://www.linkedin.com/in/scottschilling8/