My Dad sells financial plans to people for retirement, when I went to one of his meetings, with one of his current clients, and I was able to see each step of my dads sails model. Before we even went to the clients, I noticed that he was wearing a sweat shirt and sweat pants, when I brought it up to him, he told me that the elderly family he was going to visit felt much more comfortable with him dressing down than dressing up for his meetings with them, fast forwarding to the actual meeting the very first thing he did was catch up with them about life, he asked how they were doing, how their kids were doing, and general questions you would expect a friend to say after not seeing each other for months, not a sales person. after around 25 minutes of talking my dad brought up the new plan he thought was best for them and started explaining to the couple why this plan benefits them the most and will satisfy all their needs, having another connection back to the guest lecture, whenever they brought up objections, not really objections but more clarifying questions, he answered them perfectly to how they do not need to have any concern. Finally when the elderly couple were satisfied my dad went in for it and asked for their signature on the forms, and successfully got them.
I thought it was pretty cool how my dads way of selling was similar to the selling methods and models that we have been looking at during class how getting to know your client and building a relationship to the point where my dad knows the clients entire backstory spanning 40 years from moving to America to now.
BoweryJE22
It’s interesting that your dad knew his clients well enough to the point of knowing what to wear to make them feel most comfortable. I think learning these specifics is what sets apart good sales people. Also, remembering the personal information they’ve shared with him before is definitely a winning approach to sales. This shows them his authenticity.