Jul 30 (edited) • General Discussion
Sophisticated Buyers
I had a student come into the Coaching Program yesterday.
Coming in to the program specifically to get better at selling to "sophisticated buyers".
Realizing that much of what is taught out there works / can work on the "unsophisticated buyer" yet just it doesn't translate over to those at higher levels.
Having been in sales for 22 years now and having sold to both crowds, here are a few things that you need to know about the "unsophisticated buyer" vs "sophisticated buyer".
Below are some generalizations.
Unsophisticated:
- limited knowledge (product / service / industry etc)
- external reliance (advice / recommendations / suggestions)
- basic questions (lack of in depth questions / wants lots of examples and stories)
- hand holding (loves support and guidance during the call)
- heavy on emotion (often lacked by reason / thought out positions)
vs...
Sophisticated:
- Deep knowledge (product / service / industry etc)
- Internal reliance (they trust their own judgement and may be clear on their specific criteria)
- Specific questions (detailed and targeted questions working to their specific criteria)
- Independence (can and will make their own decision without the need for others approval)
- Even mix of emotion and logic (decisions underpinned by both desire and a solid reason / thought out position)
You can see just looking at the above that there are key differences in play.
Said differences require a very different conversation and energy.
As such, a very difference approach must be taken should you want to be consistently successful.
So this student will now learn how I handle the sophisticated buyer.
How I talk to them, how I structure the call, how I work to their criteria and how I take them to the point where they ask to buy from me.
And he'll be learning it from a guy who still does this himself every day.
Just yesterday I had 2 sales calls with this crowd and closed a 180K USD deal.
All done the way this student will now learn.
3
2 comments
Sophisticated Buyers
skool.com/truesalespro-free-group
Selling can feel great and be really lucrative!
A free group - where Michael shares what he knows - to help you get your version of that!
Leaderboard (30-day)
1
+1
2
🔥
+1
3
+1
Powered by