How Do You Persuade? I don't think it's that simple and I don't think one size fits all. As Robert Scoble would understand, different customers buy in different ways. When I'm training a group of people, I ask them if they had to buy a PC today for their home, where would they buy it from. There are a range of answers, some configure it on the Internet through Dell, and have no human contact, some go to a department store, others know someone who can build a PC. There is no right answer. Customers come in all shapes and sizes.
John Moore, talks about Sharing.
I have the answer, which I'd written a month ago, What Makes a Good SalesPerson?
My latest thinking is to look at the common base skills that most good salespeople will have, such as, Time Management and being Action Orientated, and then looking at the skills/competencies that set the great salespeople apart. I then went off on a different tack, and wrote down all the good salespeople I've know and worked with over the last 20 years, and really quickly came up with the following categories that I could put nearly all of them in!! Here goes....
Rogues (People love buying from lovable Rogues, even though they pretend they don't!!)
Proposal Writers (Some are good at churning out good proposals which customers love)
Deal Makers (This is common to the greatest salespeople; they love making a big complex large deal)
Nice Guys (Yes, some just nice you into it)
Bullshitters (Yes believe it or not, some customers like a good bullshitter)
Talkers (There are some who can talk and charm, and we buy from them just to hear more!)
Repeatable Process (Some salespeople have found a process that works and they just keep repeating it)
Activity Rate (And finally, some aren't' that good, but they make up for it by a high activity rate)
I'm looking at some subjective things. Many salespeople are attractive, each in their own way, here are a few,
Sexy
Listeners
Interesting
Creative
Fun
Affable
Colourful
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