In today’s post, I’d like to share how a simple idea can help you develop a massively more effective way to sell your products or services.
Styles make sales
When I started out in sales and marketing, one of the first things I learned is that styles make sales. It works something like this.
Certain salespeople have a style of selling that is very effective with certain prospective customers. Conversely, if a salesperson’s style is at odds with a prospective customer’s buying style, the salesperson is less likely to get the sale.
In the companies I worked for back then, there were large and diverse sales-forces. A sales manager would look at the data they had on a prospect, then try and match our styles to the prospect’s profile.
I know you’ve spotted the challenge here.
As a small business owner, you don’t have that same abundance