Statements that Influence the High D-Dominant buyer….
- “No doubt you’ll want to try it out. You’re
the type of person who will make it work.”
- “While it is difficult to accept just
anything, you’ll be able to see both the advantages and disadvantages.”
- “Other people can carry on with the program
once you have explained it. You’re the person who will get the credit.
After all, you are the one making the decision.”
- “This is totally new—really, there is
nothing that will compare to this idea.”
- “The nice thing about this plan is that you
don’t necessarily have to do it all yourself.”
- “In a few minutes you can see the way it
will serve your needs.”
- “This program sells itself. In just a few
words I can demonstrate the practical advantages.”
- “This will provide an opportunity to get credit
for what you do. It is something you can call your own.”
Presentation Tips.....
- Don’t
waste their time. They won’t want lots of facts and figures; just hit the high points and
get to the bottom line.
- You and the product must appear credible.
- Can be difficult to switch from current,
trusted suppliers. But, once switched will remain highly loyal as long as
you provide service.
- Will not want to see many testimonials,
research, data, etc. May delegate this research to subordinates.
- Will be impressed with an efficient,
no-nonsense, business-like manner.
- Will be interested in new products.
- Be concise and business-like. Don’t waste
time with idle talk. Get to the point quickly, solve their problems fast
and make the sale.
Working with you.
Chris
Wilkinson.
Certified
Business Behaviour & Attitudes Analyst.
Business
Coach.
Tel:
(905) 275-2907 (Mississauga).
E-mail: buspilot@bell.net
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