Stress Less, Sell More

NOVEMBER

NOVEMBER, Day 191: Buyer Mental Health

Have you ever considered the mental health of your buyer or customer? If not, this needs to be top of mind during your next demo or client meeting.

Every successful salesperson knows that asking really good questions is the key to uncovering pain points and blind spots the buyer may not be fully aware of. Then we as salespeople take that pain point and show them how much money they're losing, how much time they're wasting, how poor the quality of their results are, how little control they actually have, how unsafe they actually are, how much risk they actually face, and how big of an unknown threat they're facing. We turn their world upside down. The best sellers do this because they genuinely want to improve the lives of the people they sell to and not manipulate them into buying a product they don't need to make a quick buck.

However, we have to remember that this process is likely going to make the buyer anxious and uncomfortable. If you're going to intentionally scare someone like this, then you better have a solution and process that is also going to help calm them down, a really good story that helps the buyer see themselves as a hero who will make a difference by facing these fears.

It's this last piece I see most manipulative sellers miss. They simply don't consider the buyer's feelings throughout their process and leave them making decisions based on fear. Instead, think about how you can make the buyer feel curious ...