Don't Sell Like You Buy

Sell in the manner in which you were trained to sell and stick with the proven selling sequence that works for you and within your industry or profession. You cannot expect prospects to purchase in

If you sell in the same manner as you buy, you are instilling your beliefs onto other people. Since every person’s beliefs and buying habits are different, every prospect processes information differently. What is important to one person may not be important to another. Therefore, two presentations should never be exactly the same.

While one prospect might weigh company stability and the quality or value of the product as the most important aspect in making their decision, another prospect might weigh price as the most important factor.

Learn to adapt your presentation around the values of each specific prospect. In the end, people make purchasing decisions based on their style of buying, not yours.

About Keith Rosen, MCC — The Executive Sales Coach
Keith Rosen is the executive sales coach that top corporations, executives, and sales professionals call first. As an engaging speaker, Master Coach, and well-known author of many books and articles, Keith is one of the foremost authorities on coaching people to achieve positive change in their attitude, behavior, and results. For his work as a pioneer and leader in the coaching profession, Inc. magazine and Fast Company named Keith one of the five most respected and influential executive coaches in the country.