Connect with us

Dave Richardson

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

mm

Published

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.

Advertisement

SPONSORED VIDEO

Wilkerson Testimonials

Wilkerson Helped This Jeweler to Navigate His Retirement Sale Despite a Pandemic

Hosting a going-out-of-business sale when the coronavirus pandemic hit wasn’t a part of Bob Smith’s game plan for his retirement. Smith, the owner of E.M. Smith Jewelers in Chillicothe, Ohio, says the governor closed the state mid-way through. But Smith chose Wilkerson, and Wilkerson handled it like a champ, says Smith. And when it was time for the state to reopen, the sale continued like nothing had ever happened. “I’d recommend Wilkerson,” he says. “They do business the way we do business.”

Promoted Headlines

Most Popular