Our Contract Sales Force Breaks Through The Fears Of Your Customers and Prospects
Fear could be the most powerful motivator affecting your Customers/Prospects. In order to maintain an image of power and control, Customers/Prospects may not reveal the underlying anxieties affecting their decisions. Some of these anxieties are obvious; others are subtle. You'll increase your sales once you help your Customers/Prospects discover their fears, show that you are sensitive to those fears, and lead Customers to the conclusion that our products, services and systems will replace fear with peace of mind.
As a parent with more than one child (3 actually), I discovered they are so different. Although I don't have identical twins, twins can show dramatic variance in abilities, talents, personalities, emotional makeup, thought processes, and communication style. As you know, children grow up to be adults. Those adults become your Customers. And no two of them are alike. Like parents, you have to deal with a broad spectrum of personalities, each of which challenges your interpersonal skills in a new way. Although the following list won't turn your into a psychologist, it will increase your ability to adapt our selling style to the Customers you meet. You can use this information to improve the bonding and create better rapport with your prospects.
Fear of Customer's Remorse
Customers are afraid that even though buying from you today looks like the thing to do, they'll regret that decision tomorrow, next week, or next month. This fear increases in direct proportion to the price and the number of choices they must pick from.
Fear That The Wrong Choice Will Diminish Respect and Esteem From Others
Peer pressure does not lose impact once we leave our teens. We continue to vie for the approval and recognition of our peers. This fear increases if the Customer has strong social needs, serves a domineering boss, works in a team environment, or is employed by a company demanding continuous improvement and excellence.
Fear of Losing Self Esteem
We all want to feel good about ourselves. Making the wrong decision and suffering the consequences of that error can cause self-respect to plummet
Fear That The Wrong Decision Could Ruin A Career
For some Customers the wrong decision might mean a pink slip. A corporate culture where one mistake is your last mistake creates paralysis by analysis. Of course, the right decision of significance could bring kudos and eternal gratitude from upper management and even shareholders.
Fear That The Wrong Decision Could Mean Disaster Or The End Of The Company
Some decisions carry life-and-death consequences for the person or the company. A Customer who realizes the company is on the edge of survival may lack the courage to make a decision of major proportions. A Customer who has to be very careful with limited resources is in the same position.
Fear of The Unknown
Regardless of assurances and guarantees from you, Customers may be more content to stick with a painful status quo than to opt for an uncertain future. They may not like what they currently have, but they know what they currently have. The future is too big a question mark to take any risks. This fear is especially pronounced for Customers whose job may not be assured and for those who lack self-confidence.
Fear of Relinquishing Control To You
Like all people, Customers want to feel in control and have the upper hand. They want to call the shots, establish the agenda, and have autonomy. They are comforted by the power of being able to delay purchase decisions as long as they want. One you interfere with that control, you reduce their power and elevate their fears. The advice in the following chapters allows Customers to feel in control of the buying process.
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