The best salespeople are wonderful amateur psychologists. They are able to quickly assemble a mental profile with their prospect’s personality to higher understand the points that that prospect is facing. These salespeople / psychologists will often be described as “good judges of men and women.” How do they actually that?
They notice the prospect – their dress, accessories, and hygiene. They focus on speech pattern, inflection, vocabulary, and accent. They read gestures… all immediately. They know that, many times, one size isn’t going to fit all.
After minutes of a personal encounter, the most beneficial salespeople employ a fairly accurate idea of the social, demographic, economic, family, and value issues facing the possibility. They can then ask probing questions determined by these assumptions, to then offer product or service benefits designed to interest that individual prospect.
Are the profile assumptions always right? No, however they are usually close. As the conversation keeps going, the salesperson is consistently modifying the profile.
Does the candidate for shoes want to just resemble an athlete or do they need to actually have fun playing the game better?
Does the middle-aged couple that’s looking to get a home need living area for their children and for occasional visits using their company grandchildren?
Does the objective buyer of business equipment need long-term multi-year reliability or possibly is their need temporary?
Does the owner of any car needing mechanical work consider driving long distances at high speeds or merely for a three-mile commute?
In all of the above scenarios, the “one size fits all” salesperson will most likely lose the sale or execute a disservice thus to their prospect as long as they misread the candidate’s needs and wants. A good amateur psychologist-salesperson are able to make the proper suggestions determined by what they discover concerning the needs and wants on the customer.
A $200 pair of shoes might be appropriate to get a young competitive athlete but not for the middle-aged three-hundred pounder (unless we have a style or ego issue involved).
A 700-horsepower car might be inappropriate for grocery-getting excursions.
Few people thinking about buying a studio condominium have three children.
Informed salespeople use a big advantage. Either they learn that the product or service fits their prospect’s needs and wants, or they see that they are wasting time and carry on to find a better fit between buyer and seller.