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Life Health > Running Your Business

Advisors: Don't sell the way you buy

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“Propose the way you would want to be proposed to.” This tweet was recently issued by a sales lead generation company and I completely disagree with it.

You see, if you are a detail-oriented person and need to review tons of information before you make a decision, you will likely sell this way. Give the prospects lots of info and let them make an “educated” decision. Review every specific, every feature and every detail about the product or service.


If you use this approach with a fast-thinking, results-oriented prospect, you will lose their attention in about six and half seconds and you will lose that sales opportunity.

Likewise, if you are that driver-type personality, you may gloss over important information and key details and simply press your prospect to make a buying decision. But, if you’re in a conversation with an analytical person, you will offend them and cause them to retreat.

Most people sell the way they prefer to buy, but this often creates a disconnect with our prospects and clients. It is much more effective to adapt your approach and sell the way your customers want to buy.

If you’re not closing the number of deals you could, you may be using the wrong approach. And this could be preventing you from increasing your sales.

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Kelley Robertson helps sales professionals master their sales conversations so they can win more business at higher profits. Get a free copy of “100 Ways to Increase Your Sales” and “Sales Blunders That Cost You Money” at


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