Southwestern Company Presents: How to create a buying atmosphere

We’ve talked about how building trust is a crucial facet of selling. So, how do you make someone like and trust you? At the Southwestern Company they teach how you need to create a “buying atmosphere”–a non-pressured environment that allows your prospect to open up their mind and allow you to truly demonstrate the value of your product or service.

Creating a “buying atmosphere” can be established in a sales situation by using statements such as “Well, Erin what I’m going to do is show you how this works, and if you like what you see that’s great…but if it’s not a fit, that’s no big deal. I just want to make sure you understand how it works. Does that sound fair?”

Any time you feel like you are over pressuring the client be sure to use a buying atmosphere statement like the one above or even something as simple as “if you like it, great. If not, no problemo.” The sales experience shouldn’t mimic that of a used car lot. It should be the kind of atmosphere that encourages discussion, fosters relationships and builds trust. ALWAYS create a buying atmosphere that keeps both parties comfortable and engaged.

For more about creating a buying atmosphere go to Navigate.

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8 Responses to “Southwestern Company Presents: How to create a buying atmosphere”

  1. […] Do: –  Look for verbal and non-verbal cues that they’re ready to buy –  Ask trial-closing questions to gauge their interest throughout your presentation –  Stop what you’re saying and go straight into your Price Build Up (click here for more info on the Price Build Up:  The Price Build Up) and assumptive paperwork close –  Pull out the order form and start assumptive filling it out –  Answer objections before they come up –  Create a Buying Atmosphere (click here for more information on the Buying Atmosphere:  Buying Atmosphere) […]

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