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Behavioral selling is presenting your product or service in a way your customer can relate. Show them benefits, such as how your product will help them meet their goals or how your service will more than exceed their expectation. Some clients will want it now – give them examples and samples. Some will want it fun – allow them to experience it first-hand. Others will want assurance – provide customer references. Lastly, some want all the facts. To these, show the features that are most important to their current situation, provide them with a cost comparison and make sure to provide a data sheet or link to more information for them to research. Here are some insights from a behavioral selling point of view:
People don’t come to a salesperson with objections – they do indeed need something, but their fears may be what’s blocking the deal. To be a good salesperson, you need to know how to quickly understand the underlying behaviors of your client. Knowing the DISC traits of your client will allow you to approach the conversation with a different strategy and with selling points that will best relate to the customer’s direct needs. Find out what motivates your customer and appeal to them from that angle. Neutralize their objections, and be the game-changer to their future success.
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