Are You a Ford Model T, Race Car or Bentley?

Do your sales conversations resemble a Ford Model T, a race car or a Bentley? The answer rests in the relationship you build between you and your buyer.

Imagine three cars on the starting line. Each one represents the conversation style between you (driver) and your buyer (passenger).

Ford Model T: In the Ford Model T, the driver cranks the car to get it started. Then, he/she quickly runs around to the driver’s side and jumps in it for an uncomfortable ride. It’s all about the process.

The Ford Model T faded away for a reason. Consider your sales conversations. Do buyer’s interest veer away? To the buyer’s ears, talking about the process and company sounds more like Charlie Brown’s teacher saying, “blah, blah, blah, blah, blah.”

Race Car: Next up, let’s say it’s Dale Earnhardt Jr., number 88. Now, a race car driver concentrates on one thing, making it to the finish line as fast as possible. Dale zips pass every other car he can. He’s on the fast track to complete the race.

The fast-pace Dale Earnhardt Jr. experience wins races inside the track. It will lose sales. If you’re speeding through the conversation to the “ask” destination, you lose creditability with your buyer because your fast pace doesn’t give you time to discover recognized needs and unrecognized needs.

The Bentley: Our last vehicle illustrates customer focus. The Bentley exudes a personal, luxurious experience for the driver and the passenger. The world of Bentley offers an individually-crafted vehicle as distinct as the owner, offering a tailor-made experience for the buyer.

The Bentley wraps the buyer in an exquisite journey. Every part of the communication between the buyer and the Bentley professional exudes an extraordinary customer-focused experience customized for that buyer. It’s all about them.

Want more sales? Shift your conversation style.

Dubbed the $14 Million Dollar Communicator by one reporter, Mj is one call away from speaking at your next conference, meeting, or customizing a sales training workshop for your sales teams and non-sales teams. Contact Mj at 724.396.4162 or Mj@RockMoreSales.com.