Understanding and Selling to Your Customer

There are values and characteristics you bring to the table when you’re dealing with other people. You also have to think about what the other person wants from you. 

Every person in your life knows you in a different way and potentially needs different things from you. Your parents would need love and affection. You can provide guidance and teach how the world works for your kids. You can be someone to hang out with or to talk to with your male friends. You provide a good emotional and sexual experience to a girl. 

When your customer archetype changes, you should also change. That does not mean to change into something you’re not. It’s important to have different facets to yourself with different things that you can offer due to your range of attributes.

You should give the person what they need by understanding their blueprint. Your boss would need you to be accountable and possibly help others. It’s not needed for you to be flirty. It would definitely be helpful if you had a good relationship with your boss but it is not needed if you’re doing a good enough job. 

In a lot of situations in sales, the person is aware they’re being sold and the other person has an agenda and benefits from you buying. This results in an inherent resistance where you’re conditioned to say “No” to that salesperson even though you like the product and may buy it. It gets worse the more “sales-y” the process gets. 

The salesperson is put in an interesting paradox because they have to go through the sales process. It’s bad if you don’t about the product and its benefits at a sales meeting. You also don’t want to be pushy at the same time. 

In an ideal sales situation, you want to talk to the person about their needs and frame the conversation so the product best fits their needs. It’s better if this is done subtly. Anything the client says means more than anything you tell them. It’s always better to use questions in sales, which is different from game. 

There are some things to focus on to take selling to a higher level. One is to talk about the potential drawbacks or why the customer may not be suited for the product. It can almost be exclusive for them if the drawbacks are not as level as the benefits. This makes them almost argue about why they should buy the product. In luxury purchases, salespeople will almost intimidate the customer by saying that they can’t handle the higher-end model and should go for the basic model. If the person is rich or has an ego, they will end up buying more than what they intended to. The other thing is to make the product seem exclusive and not for everybody, which makes you look abundance. No one wants to buy from a desperate salesman. It also doesn’t make it look like you have an agenda since no typical person would unsettle the clients at a sales meeting. 

The best way to sell in Todd’s opinion is to sell in a way where you are trying to help the clients. When making a sales call, you should find out what is best for the client and recommend products based on that. If someone wants to buy Y when X is best for them, don’t refuse them Y. The customer knows themselves the most and knows what to get. “Hey, I just want to point out if you can consider this…” or “If you’re going to consider this, maybe consider this other thing as an addition” are some examples that can work. Taking the viewpoint where you’re on the same side as the client is probably the biggest thing as opposed to being antagonistic to the client.  Getting the client to chase the product in some way is also beneficial.