It’s probably obvious at this point that I am hungry! It dawned on me this morning that there are so many different types of breakfast foods that I could devour. Some of the choices are healthy, some sugary, some not even appetizing (at least to me!). Instead of whetting your appetite, though, consider how you come across to other people. When you are selling your product or service, does it make your prospect’s mouth water? Is there an insatiable need to have it right away? Is there an eagerness and anticipation after the order is received?
Would you try to sell steak and eggs to someone who was on a diet? You could. You might even get some takers, but you might lose loyalty. Wouldn’t you think you’d be better off selling them what they are seeking, a smoothie, maybe, or some fruit? Would you alter your pitch depending on who your customer was? Well, of course you would! That’s the point.
However, do you alter your sales style when selling to different prospects? Are you an Eggs Benedict type of person who wants the absolute best? Irrespective of calories, time, or money, that’s what you want. Similarly, when you sell your products or services to others, you go straight for the top of the line. You give your prospect all the reasons they want your product. When they give objections about calories, you insist anyway, because after all it is The Best! If that’s the case, you may be a Director Style when you sell.
On the other hand, maybe you love creativity and variety. You want to taste a little of everything. Wouldn’t a buffet be perfect? You could have unlimited choices and they are all ready for you to take. You are delighted with the option of three different types of muffins, bagels, or even croissants. When you sell your product or service you can’t begin to describe all the fun options. Even if your prospect came specifically for cereal and orange juice, you can describe and explain why so many others prefer grits instead. If so, you may be a Motivator Style. You are so exuberant that you spend so much time talking that your prospect could have eaten their breakfast and been done at that point.
What if you like traditional bacon and eggs? Every time you go out to eat, you order the same thing, the same way: two eggs sunny side up, with two strips of bacon, and wheat toast. You never deviate; this is what you enjoy and this is why you come. When you sell, you are reassuring your prospect about the consistency of the breakfast. The eggs are perfectly cooked each time. The bacon is slightly crispy and the toast is warm, but not soggy. Your prospect comes in and decides they would like to try something new. An omelet might be a nice change of pace. You ask the prospect a few more questions because you are concerned that if they order something they don’t like, they will get upset or be disappointed. So you delay the process to double-check and make sure by asking the prospect a few more times. If so, you may be a Nurturing Style. At this point, you’ve managed to annoy your prospect because you have repeatedly asked them the same question over and over again.
What if you have the same thing every morning? That is your breakfast food, oatmeal. Your routine never changes. You have steel-cut oatmeal cooked with a half-teaspoon of brown sugar and eight blueberries. When you sell, you explain how the oatmeal is all-natural and unprocessed. You make oatmeal the good, old-fashioned way. You explain the perfection of timing and the process you take to ensure stellar oatmeal. You ask the prospect about their preferences for butter, sugar, fruit, plating, size, temperature, and texture. If you sell by process and exact prospect needs, you are likely an Investigator Style. Your prospect becomes frustrated with the interrogation and decides to grab a banana on the way out.
Every salesperson needs to become flexible in how they sell. Just because you like your eggs one way doesn’t mean someone else does!
Now to have some fun . . . what other breakfast food can you think of what does that say about you?