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

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.