Supporting Different Buyer Modalities
A good sales rep knows intuitively how to deal with prospects with different buyer modalities. But when the sales presentation doesn't support those different modalities, the sales rep will have to do all sorts of dancing around the slides to effectively communicate with the prospect.
A buyer modality is the behavior a prospect will exhibit in the buying process. Prospects with different modalities will approach your sales presentation with very different information needs.
Let's look at some examples.
- A methodical prospect likes the logical approach.
They need organization and detail. They want to know how your solution does what it does.
- A spontaneous prospect takes the active approach.
They care about the here and now. They want you to address their immediate needs in a relevant and credible manner.
- A humanistic prospect likes the relationship approach.
They value the quality of the relationship. They want the big picture view through the lens of others who have used your solution.
- A competitive prospect takes the goal-oriented approach.
They are explorers who need to seek and understand. They want to know what your solution can do for them.
|
