That’s exactly how you and your customer should look like.
The phrase “Two Peas in a Pod!” means “Two people who are very similar, typically in interests, dispositions, or beliefs”.
They say opposites attract each other. But that’s not true in Sales! At least.
Customers do business with people whom they like. They find excuses, reasons & justifications to do business with them. And they like those that are just like them. That’s not strange.
I have been in a number of sales situations and have studied them deeply. What I found is that Customers will go to any extent to buy from you, if and only if they like you. And the reverse is true as well.
Sales is both an Art and a Science!
When you analyze, you find that, more often than not, Customers buy from People who match their Interests and Beliefs.
Early in the process, it is very important to understand the Customer deeply and quickly align with them. Just like how a chameleon changes its colour depending on its surroundings.
Humans can be manipulated they say. But I believe that manipulating our own self is much easier. Build yourself to what the customer wants if you want to strike a deal. I am not talking about those ruthless, unethical customers. Those are exceptions.
How can you become “Two Peas in a Pod” with the customer:
- Find customers whose interests & beliefs you readily match. There are plenty out there.
- If not, match the interests of the customers you meet. It’s called aligning with the customer. Only if it makes sense, that is.
- Treat their problems as your own.
- Have the customer’s perspective.
- Partner with them.
Years ago, before I became an entrepreneur, I had a colleague who worked in another team in Sales. Whenever he met any prospect or an existing customer he used to smile, just like all of us do. What’s different is this: He used to repeat the last two words in every sentence that the customer spoke. He didn’t undergo any training to do this. He was doing the same thing whenever he spoke with any of us as well. This probably helped him get Social with the customer. Worth emulating, right?
What are your thoughts on becoming instantly like-able?
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