Understand Your Buyer > How People Work > Recognise the bias

 

What is it?

Sometimes when talking with a client, what’s best for them just happens to be what you do or be the most expensive version of what you do which can seem suspicious…

In that case we need to recognise the bias of our recommendations to ensure the buyer knows we aren’t just doing what’s in our best interest.

 

Why does it work?

It works because people are naturally cynical and protective when it comes to buying. If you just-so-happen to recommend the most expensive thing you offer and don’t pick up on that point, they might think you are working in your best interests and trying to make as much money as possible…

 

How can you use it?

When you share your ideas and products with clients, if you happen to be recommending the most expensive or that your part is the most important/first part (which is true of Clear Sales Message™ ) then simply point out your obvious bias to your buyer. “I know I’m biased but you do need this version because xyz…”

I tend to even make a joke of it to lighten the tone.

 

See also

• The Honesty Effect
• The Push Back

 

 

 

 

 

Like this kind of stuff? Want more?

Then Practical Sales Training™ is for you…

Action focussed, affordable sales training

for entrepreneurs and small business owners.

Brought to you by James Newell