How to Manage the Buyer-Seller Dance, with Bill McDermott, Host of ProfitSense
In this commentary from a recent episode of ProfitSense, Bill offers thoughts on how to manage the buyer-seller dance.
Bill’s commentary was taken from this episode of ProfitSense.
ProfitSense with Bill McDermott is produced and broadcast by the North Fulton Studio of Business RadioX® in Alpharetta.
Transcript
Bill McDermott: I want to talk a little bit today about how to manage the buyer-seller dance. During a sales call, both buyer and seller have their own goals and agendas. They are constantly trying to influence each other and often get caught in what we call the buyer-seller dance. In my experience, if we don’t have a sales process, we automatically divert to the buyer’s process, and the buyer leads in the buyer-seller dance.
Buyers have access to more information than ever before. They are increasingly sophisticated and savvy, and also have the option to walk away from a sale at any time. So, what are some ways that sellers like us can lead the buyer-seller dance? First is set the agenda for the sales call. Sellers can do this by asking the buyer what they want to learn about and what their goals for the call are.
Second, ask open-ended questions. This will help sellers learn more about the buyer’s needs and challenges. Third, focus on the buyer’s pain points. Sellers should know their buyer, how their product or service can solve their problems and improve their life. Fourth, be honest and transparent. Sellers should avoid making false promises or overselling their product and service.
And last, be confident. Sellers should believe in their product or service and their ability to help the buyer. When sellers are able to lead the buyer seller dance, they are more likely to close sales and build long-term relationships with their customers.
