The "Sameness/Difference" Sales Technique

Do you know customers that have been in the same job since time began? Or that have the same lunch every day? Or lived in the same house for decades? 

In sales psychology terms we call them 'sameness' people. They simply don't like change, certainly not in the contexts mentioned. Then again you may know customers who revel in change - at work, possibly at home, again it can depend on the context. We call these 'difference' people. There is no right or wrong - but if you can identify these particular characteristics in your customers, increasing sales is easy!

How about you?

When you think about buying new clothes for work do you think about getting clothes like the one so and so is wearing....or do you think about getting something that's different from the one that so and so has? Or how does your current job relate to what you were doing five years ago? Do you focus on the similarities or the differences? How about your current car...how does it relate to your previous one? Is it the same make - or totally different?

Have you got a feel yet for your own 'sameness' or 'difference' preference?

How does this help your selling skills?

If you can ascertain whether your customers are 'sameness' or 'difference', then you can tailor your language accordingly. You'll connect and engage with customers more deeply more quickly - and achieve sales success.

Ask them a question such as "What's the relationship between your work this year and last year?" - an innocuous question that will elicit a reply which should provide you with some real nuggets of information. Your question needs to be worded in the correct context i.e. in this case work. And always use the word 'relationship'. Never substitute this for say 'difference' as to do so would corrupt their answer.

If their answer revolves all around how similar things are, then they are 'sameness' orientated, whilst if they talk along the lines of thing being completely different then they are 'difference' orientated. 

Any ongoing conversation will help you decide their leanings. And remember they could lean a little to both camps i.e. "it's like before but ...."

What to do with the information?

To a customer with a 'sameness' preference: Begin by helping them identify commonalities and similarities before moving on to how your service or product is better. When talking about the differences frame them as small, gradual and evolutionary. 

To a customer with a 'difference' preference: Talk about newness, uniqueness, how your product or service is different from things they have tried before. Introduce commonalities and similarities casually. 

The main thing is to use language that will light up your customer - irrespective of your own natural tendencies. Please ask if you would like to know more about this wonderful sales psychology technique.

Until next time.

Leigh


PS: Love what you do...BUT scared of selling?Register for my March Sales Workshop HERE 

results@sales-consultancy.com

020 7903 5426

In or On?

I'm writing this early Wednesday morning from a secret hotel location - OK, Didcot if you must know :-) 

By the time you read this I will be deep into day 2 of developing our company strategy for the next five years and beyond - all part of the fabulous business development mentoring programme we're part of. I'm just so excited at the possibilities! 

And you?

So my challenge to you this week is...

What are you doing to develop your business - and develop YOU? 

It's an old business cliché - but how often are you ensuring you're working ON your business rather than IN it? How much of a plan do you have to resolve your current business challenges? What have you done so far? What will you do? What's stopping you? Who can help you? How can they help you? 

It's often about time NOT money... 

There's so much stuff available now FOR NOTHING that you don't have to break the bank. Let me remind you what help you can get from The Sales Consultancy - at NO CHARGE 

Firstly, have you downloaded my report yet "The 9 Biggest Sales Mistakes"? This is a 20 page report that identifies the mistakes you could be making - and offers ways to easily eliminate these errors - and make sure they're not repeated. Click on the link below and you can be benefitting from this report within 15 minutes from NOW! 

http://www.sales-consultancy.com/static/the_9_biggest_sales_mistakes?inf_contact_key=08f314df0557454a6b0d15e3bdfee731bf9600a0e0794098c76622c52290b2b6

Next - let me point you to our newsletter archive. Here you get access to our weekly sales tips going way back. Here's the link "Tricks of The Trade Archive" 

Of course there's lots of stuff you can buy - I should know, I've been selling for 29 years - but why not find out what's out there for nothing. Which evermore results in something for you! Increasing Sales is just the beginning.

So what are you going to do today to develop your business - and develop YOU?

Here's those links again 

"The 9 Biggest Sales Mistakes"

"Tricks of The Trade Archive" 

Until next time.

Leigh

PS: Don't miss my March Workshop "Love Your Business...Hate Selling?" CLICK HERE 

results@sales-consultancy.com

www.sales-consultancy.com

020 7903 5426

Power in The Feminine?

There’s been an uprising this year and it’s brought a smile to my face and a warm fuzzy feeling to my heart. What is this uprising I hear you ask? It’s the surge of feminine energy that is going for gold, success, power, the millionaire mindset…you name it and they are going for it.

Not only have I spoken at TWO big women-only events already this year, I’m also speaking at “International Women of Power” this weekend and attended my own ladies only event…

The One Retreat that focused on us as women as well as the success of our business.

What I’ve found is that something very special happens when women come together…they nurture and help each other. They want other women to feel good about themselves and offer support and advice in a gentle way that is more easily received. They have a willingness to share contacts and an open heart to hear what is being said.

Now before you guys get up in arms about my observations…there are many men out there that would also do this. In my experience it’s not ever so obvious in a male only group. Maybe that’s the competitive edge in guys. The competitive edge is different in women…it’s more “we can all be successful…there’s enough to go round…together we are stronger”

So maybe we can all adopt a more open and collaborative approach regardless of what sex you are. One that is more curious, supportive and giving. I know that this approach works brilliantly for increasing sales. The more of these qualities you display when communicating with your customers, the more they want to buy from you. So let’s get feminine and show that there is power in that too!

Until next time.

Leigh

http://www.youtube.com/watch?v=5DO2Aa8DNco&feature=youtu.be

PS: Download my complimentary report "The 9 Biggest Sales Mistakes" here

results@sales-consultancy.com

www.sales-consultancy.com

020 7903 5426

Networking not working?

Despite the onslaught of social media and on line networking, 'real life' networking is still a crucial element of many companies' sales and marketing strategies.

Rightly so. There are massive benefits to be had from attending networking events.

Providing you do it well.

Many people I speak to don't enjoy networking. Is it the fear of approaching total strangers? Is it the boredom of being cornered by someone who is determined to tell you everything you don't need to know about their new range of widgets?

Relax!

Think of a networking event as an opportunity to explore.

•   Wear your name badge on your right. Most people are right handed so when you extend your right hand out it's a short and easy journey for their eyes to make up to your name badge. It helps them remember you and your name.

•   When introducing yourself, look at their name badge and say something like"hello xxxxx, pleased to meet you, what do you do?" (Appearing suitably curious!) This will open up the conversation and crucially, you get to do the listening and not the talking. This will get you the information you need for you to be exploring, via their answers, how useful a relationship this could prove to be.

•   If they get in first and ask you what you do, be very pleasant and brief and say "I'm in xxxxx" - and then immediately go back with "and what do you do?" as in point 2 above.

•   If you're in a circle chatting and listening and you see someone on their own, beckon them to join you. They could be the golden nugget of a contact that makes the whole event worthwhile!

•   If you're looking to join a circle of potential contacts just ask "do you mind if I join in here" or similar words you're most comfortable with. In 29 years nobody has said no to this question!

•   Don't pitch! Many people throw a business card at you then launch into a sales pitch. They probably know nothing about you and all they talk about is I can do and we, we we - and "weeing" all over everybody is never good sales practice anywhere!

The art of networking can't be fully covered in 400 words but there's some tips here that will definitely help you generate more success at your future networking events leading to more sales success in your business!

Let me know how you get on.

Until next time.

Leigh

PS: Download my complimentary report "The 9 Biggest Sales Mistakes" here

results@sales-consultancy.com

www.sales-consultancy.com

020 7903 5426