259: How To Build Strong Relationships With Our Buyers - Part Three

<p>Over Parts One and Two we have been exploring how to apply some human relations principles when we are working with our buyers.  Buyers don’t buy products or services.  They buy us first and the solution comes with us, as a package.  If they don’t buy us, then the package can be the best one on the planet on paper, but they won’t bother to buy it because it doesn’t feel right because the trust is not there.  Let’s look at three more powerful time tested universal principles to help us build buyer trust.</p> <ol start="7"> <li><strong>Be a good listener. Encourage others to talk about themselves.</strong></li> </ol> <p><em>“Some buyers are boring when they talk about themselves and I tune out, because I only want to hear stuff that will help me make this sale”. </em> That doesn’t sound like a good approach to the buyer and using such selective listening skills can mean we miss important signals and information from the buyer.  What are they saying with their eyes and body language?  What are they not saying? We need our attentive and empathetic listening skills on full deployment when we talk with our buyers.</p> <p>Remember we need to develop a genuine interest in the buyer as a person. How can we do that? Let’s find out what are some key areas of importance to them.  We will discover things and experiences in common and that really helps to build our bonds together.  Let’s use a memory linking technique <strong>-</strong> <strong>Nameplate, House, Family, Briefcase, Airplane, Tennis Racket, Ideas</strong>.  This technique by the way works for everyone you meet not just buyers, by the way. So how does this technique work?</p> <p>Imagine the following: A huge silver nameplate is crashing into the roof of a completely pink house. Inside the pink house in the living room is a giant baby, like a sumo wrestler size in a diaper. The giant baby is playing with a work briefcase. Out of the briefcase the giant baby pulls out a model old style aircraft. The wings have propellers, except these are special propellers, bec