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Sales Truths: People Are Most Likely To Buy From the People Most Like Themselves

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Published

15 years ago

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TRUTH #2 PEOPLE ARE MORE LIKELY TO BUY FROM THE PEOPLE MOST LIKE THEMSELVES. 
 
WHY IT’S TRUE: Because jewelry has such great emotional value, customers are more comfortable buying from salespeople with whom they feel a close rapport. An engineer buying from a fast- talking, quick-acting salesperson, might perceive that sales person to be just a little pushy. Conversely a slow-speaking, knowledgeable salesperson might be looked upon by an upbeat, fast-talking customer as slow, dull, or non-caring. 
 
PLAN OF ACTION: We all have our own way of speaking ? it’s who we are. But do try to practice consciously matching the tone of a customer’s voice (loud, soft ), and their tempo (fast, slow). The result? Better rapport.

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Wilkerson Testimonials

Wilkerson: “They Feel Like Family”

Newton’s Jewelers in Fort Smith, Ark., was a true institution. But after being at the helm for most of his life, owner (and descendent of the original founder) Kelly Newton decided it was time to retire. He chose Wilkerson to handle the sale. “I’ve known the owners of Wilkerson for a long, long time. I felt at home with them,” he says. The final retirement sale was just a “blast” and the Wilkerson sales team made it so very simple and straightforward, says Newton. Would he recommend Wilkerson to others? Absolutely. “They’ve done incredible work,” says Newton. “They feel like family.”

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Dave Richardson

Sales Truths: People Are Most Likely To Buy From the People Most Like Themselves

mm

Published

15 years ago

on

TRUTH #2 PEOPLE ARE MORE LIKELY TO BUY FROM THE PEOPLE MOST LIKE THEMSELVES. 
 
WHY IT’S TRUE: Because jewelry has such great emotional value, customers are more comfortable buying from salespeople with whom they feel a close rapport. An engineer buying from a fast- talking, quick-acting salesperson, might perceive that sales person to be just a little pushy. Conversely a slow-speaking, knowledgeable salesperson might be looked upon by an upbeat, fast-talking customer as slow, dull, or non-caring. 
 
PLAN OF ACTION: We all have our own way of speaking ? it’s who we are. But do try to practice consciously matching the tone of a customer’s voice (loud, soft ), and their tempo (fast, slow). The result? Better rapport.

Related Topics:

click to Comment(Comment)
Advertisement

SPONSORED VIDEO

Wilkerson Testimonials

Wilkerson: “They Feel Like Family”

Newton’s Jewelers in Fort Smith, Ark., was a true institution. But after being at the helm for most of his life, owner (and descendent of the original founder) Kelly Newton decided it was time to retire. He chose Wilkerson to handle the sale. “I’ve known the owners of Wilkerson for a long, long time. I felt at home with them,” he says. The final retirement sale was just a “blast” and the Wilkerson sales team made it so very simple and straightforward, says Newton. Would he recommend Wilkerson to others? Absolutely. “They’ve done incredible work,” says Newton. “They feel like family.”

Promoted Headlines

Most Popular