Whatever the reasons, salespeople have trained buyers to feel this way. Even though these salespeople only represent a very small percentage, everyone of us has been exposed to these kinds of sales tactics that ultimately create barriers between the buyer and the seller. Such slick sales gimmicks are not the answer. The truly professional salesperson uses non-pressure techniques to help buyers discover their reasons for buying. There are three reasons why people buy.
Most sales training teaches the theory of educating the buyer on product knowledge.
But when a salesperson tries to sell their features and benefits without understanding the true reasons why a customer buys, the barriers go up and the customer resists. Salespeople have to deal with so many different personalities that it is impossible to bond with everyone we meet. You only have so many hours in the day to get in front of potential buyers, and getting there is the hardest part of the sale. If you are depending on finding a buyer more like yourself, you won't close many sales. Learning behavior skills that make us appear to be more like the buyer is rarely taught in any sales training course.