SHE ATE COLD FOOD TO AVOID HAVING TO TELL…
Here is an excerpt from THINK Yourself@ A RELATIONSHIPS PRO, written in collaboration with Maureen Hagan, Personality and Behavioural Expert. This book on communication, relationships, sales, collaboration, influence, getting along, uses the STYLE-L.I.S.T. personality assessment tool to take you on a journey of discovery, firstly of your own personality style and how to interact with people of other styles.
HOW TO SELL TO A SUPPORTER
What you should focus on when you sell to a Supporter: They buy from those whom they relate to and feel the most loyal, committed and comfortable with, so show personal interest early. Support the relationship with the person, not just the sale. Look for early dissatisfaction. Communicate patiently and ask questions to involve them in the interaction. Ask what they will need to feel comfortable making a decision.
Take the time, be less time-disciplined. Communicate with a slower, friendlier pace and check in with “How are you doing?” Spend casual time asking about non-business or sale-related questions (about their family, their personal or mutual interests). Be personal and informal, and welcome an ‘open-conversation’ environment.
To move a Supporter to a decision: Welcome their personal opinion. Develop relationships first (and the sale follows). Provide personal guarantees and assurance. Minimize risk for the Supporter in any sales process. Ask questions about the purchase and get any concerns out on the table for discussion. Create a vision that helps the Supporter see the positive outcomes and benefits of the sale (short term and long term).
SELLING YOUR SERVICES TO A SUPPORTER:
Here are some arguments you would give a Supporter as you are selling them an online course.
How are your kids?
With what you learn in this course, you will be able to help a lot of people.
What do you think about it?
Do you have any questions I can help you answer?
Take your time, there is no rush to decide right now.
How do you see this course benefiting your organization or team?
CONVINCE A SUPPORTER TO GO TO A MOVIE:
Here is how to convince a Supporter to see a movie with you.
You: “Could you see yourself doing me a huge favour tonight and come to the new Star Wars movie? I have been wanting to see it for a while.”
Supporter: “Yes sure!” (More likely, when asking for a favour, the Supporter will be happy to go along.)
You: “Let’s go the same movie theatre as usual and sit where we always do okay?”
THE KEY NEEDS TO ADDRESS WHEN YOU SELL TO A SUPPORTER ARE:
Talk about other stuff
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