In modern sales, it’s difficult to differentiate against competitors or the newest technologies like AI, ML or Bots. Every buyer has varying expectations for the outcomes the purchase will have for their job and company. These buyers also have fears, desires, and expectations about the purchase outcomes for themselves – the individual human being – not just their role.
You’ve heard the old saying: “people buy based on emotions and then rationalize the decision.” It’s true.
The sales professional of the future, the one who doesn’t fear robots or AI, will have an exceptional understanding of human behavior and emotions.
To future-proof your sales career, you must get comfortable with the mushy stuff – the emotions that drive buying decisions. There’s one technique you can employ, immediately, to help you focus on the mushy stuff which is where dollars and differentiation live.
Modern Sales Pros Do This:
Before joining any client meeting, take a few minutes to ask yourself “what does my customer need to FEEL by the end of this meeting in order to choose to move forward with me?”
Once you know the feeling they need, the feeling that must be generated by the interaction, lead the conversation, there.
If your customer needs to feel a sense of trust with you in order to move forward, what can you do to facilitate that feeling? You can share insights about your experiences with similar customers or ask thoughtful questions and listen more than you speak.
Ask this question before every client meeting – in every sales stage, even post-sale. You’ll see a whole new dimension in client relationships. By tuning into not just what their logical requirements are, but especially to what their emotional drivers are, you can beat the bots, crush other competition, future-proof your sales career, and create customers for life.