Closing more deals is all about the human connection.
Harvey Mackay, a well known entrepreneur, author and motivational speaker, is a master of 2 key sales concepts:
- Building the human connection to help customers buy.
- Developing value-based customer relationships.
No matter what sales process and software we’re using, we are the ones who get our customers to buy.
To help them make a buying decision, we’ll need to go beyond our software tools and connect with our customers on a human level.
- Get to know customers personally, as people, and engage them in the buying process.
- Make a human connection with customers before presenting your solution.
3 Tips to Build the Human Connection
Try these 3 tips to help build a human connection with your customers.
Tip 1 – Customers want to do business with people who understand them and their needs.
We’ll need to learn and understand the personal profiles of our customers – their needs, wants, requirements, attitudes, likes and dislikes.
When we take the time to learn as much as we can about our customers and what they really want, we’ll get their buying commitments a whole lot easier and faster.
TIP 2 – Customers buy from people, especially people who make themselves “easy to buy from”.
It’s no secret there’s a lot of technology in the sales process … CRM, customer data, analytics tools. They can all be useful.
Software and process alone don’t get our customers to buy. We Do by being “easy to buy from” … engaging our customers on their terms.
TIP 3 – Customers want to do business with people they like, respect and trust.
Our challenge is to differentiate ourselves from salespeople who lack these qualities by delivering needs-focused solutions to our customers every time.
When we do, we become much more than salespeople. We become trusted and respected advisors to our customers. And trusted, respected advisors close more deals.
Watch the video.
For more, check out Harvey Mackay’s The Mackay MBA of Selling in the Real World.