The Sales Agility Code: Deploy Situational Fluency to Win More Sales

CHAPTER 3

Getting into the Buyer’s Mindset

YOU KNOW YOUR CUSTOMERS HATE TO BE SOLD, RIGHT?

Why do buyers hate to be sold? It doesn’t seem intuitive. If you are in the market to buy something, you most likely expect to deal with an individual who is selling what you want to buy. However, we don’t typically behave in rational ways. We are often resistant to help even when we need it. What do you do when a retail salesperson asks if you need help? You most likely say, “Thanks, but I’m just looking.” This is an almost automatic response. We’ve done it so many times that it seems like second nature. We say it even when we are looking for something specific.

We like to buy. We just don’t like to feel like we’re being sold. What does it mean to “be ...