People buy people, not products/services.

I was doing a training course for the sales people of one of my clients today and this was one of my main points I wanted them to take home with them.

People buy people. Not the service or product you are trying to sell

No matter what the product is or service is, you can find someone to buy it from you. Now a buyer needs to trust the salesperson before they ever buy. If you are someone who knows nothing about the product and can't give any more information, why would that prospect buy the service/product from you instead of the competitor down the street that knows everything about it.

They are buying the knowledge for one so that if they have a problem or need help, they know they can ask that person. Two...people like buying from people they like. Matching personalities is a great way to increase sales. You've all heard it before I'm sure, but mimicing your potential customer is a great way to increase sales. Be them while you are talking with them. You have to give them what they want.

They want someone they like, who knows what they are talking about, who can show them why they should give you their money. They all want to give you their money.

Getting this through to sales people in companies has proven to increase both company profits largely and also the paycheck the sales person receives. Both will love it.

Travis