People work for basically one primary reason...to buy things.  Think about it.

People (including you) actually LOVE to buy things.  Reflect back to the last relatively large purchase you made.  Was it planned?  Did you look forward to it?  Did you research it?  Was it FUN?  Did you involve your family and loved ones?  Were you proud to show it to them?  Dang right.  We all look forward to spending money on things that we want and can be proud of.

Want?...the difference between a "real" salesperson and what is affectionaly referred to in the sales world as an "order taker" is that "real" salespeople are able to create that "want" in their prospects minds, all the while, nonchelantly "permitting" the prospect to make the decision to buy on their own by instilling silent urgency and selling to the PROSPECTS buying motives. 

The adverse of that theory?   People difinitively HATE to be "sold".  As consumers, we want to feel like WE were in charge of our own decision to make that buying commitment.  We absolutely do NOT want to feel like we were "talked into" or pressured into buying.

Sales is about a very simple process revolving around finding common ground by building a RELATIONSHIP with our prospect.  A very small percentage of folks get it naturally, a larger percentage can to be taught, some never understand it at all.  This is why it's so difficult for a hiring manager to select a productive sales staff.

Intrigued yet?  Read on...

People buy things for a reason.  That reason is called a dominant buying motive.  Is there anyone on your staff that knows what that means or what the buying motives are?  If not, you need help.

Every person on earth buys "things" for 1 of 5 reasons:

Pride

Profit

Love

Need

Fear

Amazingly enough, our "God given" personality traits are what regulate which of these buying motivates ultimately drive us toward a buying decision.

There are only 4 personality types that every person on earth posesses.  A buyer's personality type determines which of the buying motives inevitably drive them toward their decision process.  (see training section for a review of how recognizing these personality traits increase our sales) 

Our job as business owners producing revenue or managing staff for our company is to be able to tell the difference as it relates to the people we recruit and spend our time and resources training.

Part of what we assist with is to assess your current sales staff or the people that generate your revenue for you, to develop simple and common sense training processes toward a structured and measurable sales process, review and develop or enhance your current customer follow up process and work toward increasing your closing ratio to generate more revenue for your organization.

Bottom line...can your staff recognize why your customer is in front of them? AND, do that know what to do with them while they are there?

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