We’re all consumers, and we all know what it’s like to walk into a store where the salespeople are paid by commission. From that very first moment we see the sales associate walk towards us, our guard goes up. No matter how helpful and pleasant they are, there’s an almost instinctual reaction we have as shoppers. We say something like “Just looking!” and hope that’s enough to keep them at bay.
Why is this? It’s pretty simple, actually. As shoppers, the last thing we want is to be pressured into buying something. This is the exact same instinct that your prospects feel when they agree to hear your sales presentation. Even if they know they need the product or service you provide, they don’t want to go through the ordeal of a high-pressure sales presentation. They put up the same sort of “Just looking!” defenses.
This is exactly why the alignment-based approach is so powerful. It changes the very nature of the interaction, removing the tension and apprehension completely. Here are five core benefits you will experience while using an alignment-based sales method. Continue reading
