Do You Understand What Goes on in Your Customer’s Mind?
Most people communicate as if everyone was like them
I made the same assumption when I started my first managerial role. I thought that all my team members would be like me: anxious to change the world tomorrow! Of course, nothing could have been further from the truth.
I would have had a much easier time as a manager had I tried to think about what was important to each of my team members, rather than what was important to me. It’s the same for sales people: they need to think about what their prospects want and prefer.
Most people are not like you
They think and communicate in different ways. If we want to engage with them, we have to think like them. We have to be aware of what they want to hear, not what we want to say.
That means we need to be mind readers.
It is not as difficult as it seems to be a mind reader
Here are two questions you should ask yourself about everyone you communicate with:
- Do they prefer people or facts?
- Do they prefer change or things to stay the same?
Once you have the answers to these two questions you will have a much better insight into what makes their mind work. If you can phrase what you have to say to take account of these two priorities, you will have a much better chance of making an impact with the person you are speaking with.
PS Find out more ideas on how to engage with today’s buyers: download my free e-book “Ten Common Print Selling Errors and What To Do About Them” right now at http://profitableprintrelationships.com/e-book/ You’ll also receive my regular “Views from the print buyer” bulletin, full of ideas on how to sell print effectively.
If you want to find out more ways to communicate effectively with prospects and customers, including more details on how to read your prospects’ minds and communicate in ways that work for them, send me a message and request details of my new Effective Communication three-hour live online masterclass.
Many printing companies are frustrated how hard it is to engage buyers in today’s world. That’s where Matthew Parker can help. He is a gamekeeper turned poacher. Parker has bought print for more than 20 years and received over 1,400 print sales pitches. He now uses his buyer’s point of view to give practical advice to printers. He helps them engage with prospects and customers to create profitable relationships.
Download his free e-book, "Ten Common Print Selling Errors And What To Do About Them" and check out his recently launched book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met."