I know a guy who’s a tremendous salesman. A natural. Ice to Eskimos, coal to Newcastle, the whole thing.
He also spends money like it’s going out of fashion. It’d be slower to set fire to the stuff!
He was telling me about his latest purchase the other day, and it got me thinking about an old truism - as relevant in kitchen sales as it is anywhere else.
We sell the same way that we buy.
If you’re a cautious buyer, reluctant to blow the cobwebs off your MasterCard, then you’ll naturally be a cautious salesman.
If you’re a budget buyer, always looking for the cheaper option, then that’s what you’ll expect from your buyers, so that’s where you’ll direct them - consciously or otherwise.
If you put decisions off, you’ll leave your buyer an open door to put their own decisions off, rather than closing them there and then.
Why am I telling you this?
Because I know a few cheap salespeople, and they’re not very good.
I don’t want to get all fluffy on you, but I think it’s a mindset thing…
My friend who can sell sand to the Egyptians is a fast decision-maker. He sees something, decides if he wants it, and then buys it AND pays the extra for express delivery.
When the tables are turned and he’s the one doing the selling, he expects his prospects to behave the exact same way, and they invariably do.
Easy buy, easy sell.
Easy buyer, easy seller. And money flows.
It’s about being congruent.
If you’re trying to get a salesperson, who would never spend £5k of their own money on a kitchen, to sell £15k kitchens, is it really a surprise that they’re not pulling up trees?
Find someone who really would put their own hand in their pocket and buy what you’re asking them to sell.
Something worth thinking about the next time you’re hiring a salesperson.Or, at least a point worth discussing at your next sales meeting.
