First of a series of 4
Statements
that Influence the High C (as in Cautious) buyer:
Aka: the fearful, cautious,
careful, analytical buyer who does not want to make a purchasing ‘error’.
- “A program such as this should have
standards which permit a careful evaluation of the quality. It will stand
upto your high standards of operation.”
- “With something this important, let’s set
up several sessions where we can clarify all the possible alternatives.”
- “There’s always the excitement of putting
something like this to work. You are going to be around here a
long time, but I’ll be surprised if
this system is not here when you’re retired and enjoying your leisure.”
- “Other people are doing it, and it works
for them. You’ll probably end up doing it better than they are.”
- “You’re in a position to examine the facts,
interpret them and draw the conclusions.”
- “I am sure you’ll take a very close look at
the findings.”
- “Remember, we are discussing a planned
change. You will be able to work with it over a period of time to see
how the system works.”
- “There has been a great amount of input
into this idea, which ensures a quality program.”
- “You would be interested in knowing how
thoroughly we have researched the entire operation. It’s been
written up in the literature, and we
can carefully go over this together.”
Tips for your Sales Presentation.
- Client needs lots of proof, background
information and proven results before making a purchase.
Needs to take time, absorb details
and digest facts before going to the next step.
- Highly suspicious of new and unproven
products. Use testimonials or plenty of research information to
back up your presentation.
- Don’t rush, but don’t waste time with small talk. Get right to the point with plenty of facts and figures. Be sure that all the customer’s questions are answered.
Chris
Wilkinson.
Certified
Business Behaviour & Attitudes Analyst.
Business
Coach.
Tel:
(905) 275-2907 (Mississauga).
E-mail: buspilot@bell.net
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