Have you noticed that the purchase of a commodity causes more headache than pleasure? Why? Maybe you say that the problem in an infinite choice of incompetence or seller. Yes, but there is something else. After means to make a purchase decision, take responsibility and spend the money - that's what agony, and, most importantly, scary. In sales it is scary and vendors, and clients: first time overcoming fear, but fears customers will not disappear. And always builds a knowledgeable salesperson to work with clients on an emotional level, helping them understand and overcome the doubts and worries.
What fears overwhelm your customers? In the first turn, is the fear of the seller, the fear of failure, fear of overpaying and fear of the unknown - fear of others are their derivatives. 1. Fear of Fear seller seller may be called historical, as the name of 'dealer' has appeared in Ancient Rome comes from the word 'cheat'. You probably remember, was the patron of merchants Mercury, and he - the god of cunning. So, the fear of salespeople is sitting with us deep in the subconscious and is rooted in the distant past. But there are more simple explanations so cautious attitude. The client is afraid of you because: You - the seller. * Did you say something you want from him.
* You can influence it. Not for nothing, many companies are changing the notation P 'dealer' in 'Consultant'. In the word 'consultant' hidden less potential threats to the client: consulting does not require the purchase or the conclusion of the transaction. So the best way to work with clients - it cease to be a seller for them. Forget about sales. Become a consultant, assistant, friend, someone you like, but not the seller. People also fear the pressure and manipulation by the seller. I remember once when I asked the customer what he cook: tea or coffee, he replied: 'No need to put to sleep my vigilance, let's get straight to business.