Selling is not an auction, nor is it yelling at the customer. A skilled seller never begins to argue with a customer about any matter. Why? Making of deals is not persuading the customer or winning an argument about some thing gone through with your customer. Old phrase, if you win the argument, you lose a deal is true. In principle, a customer feeds his thoughts to a seller. He tries to sell his own thoughts to you. He believes, what he says. A customer always doubts what you are saying, because those are not his thoughts ― Yet.
The customer´s own reality, information level and buying desire are based on his own experiences of the products and services familiar to him. A good, skilled seller never starts to argue with the customer nor guide him at any level. It must always be acted this way, or what?
CUSTOMER ALWAYS DOUBTS WHAT YOU ARE SAYING
BECAUSE THOSE ARE NOT HIS THOUGHTS
– HE BELIEVES, WHAT HE SAYS!
If you cannot win a battle, you however want to fall with boots on. When you rise up, you can continue the journey from where you fell. At this stage it is good to repeat the section of the difference between sympathy and empathy, which you read earlier from page 89. Dirty trousers are best washed before you put them on, or what?
CUSTOMER – is the base of business. Make sure that you really understand your customer ― needs and buying behaviors. You also want to know the change in behavior when it happens, in advance!