GBI Group is a leading tenders and projects / business intelligence platform that provides up-to-date information about new and existing tenders and projects as soon as they become available within a chosen market to interested investors, contractors, consultants or suppliers.
Our service offering is very vital to all kinds of businesses, big or small, everyone is looking for business opportunities and contracts to win, and that’s exactly what we provide, we provide our clients with information about prospect contracts that they could go after and win. We simply do business development and market research for them and tell them where the opportunity is for them to go and grab it. Isn’t that something we all want?
What kind of agent is suited to this opportunity?
What we are looking for are sales agents who understand and implement the psychology of (Why People Really Buy). Not sure what it is, or need a reminder? Sure, here it is:
This is what the best salespeople know about buying psychology and how to get it work for them!
Why do people buy?
Typically, when asked why customers buy, salespeople will list reasons such as price, features, need, and timing. Your customer may even agree with you because customers themselves are not even aware of how they make decisions!
Newton’s First Law:
Lets start by understanding why people DON’T buy. Newton’s First Law states: An object at rest will stay at rest unless acted upon by an outside force. The same goes for humans. They inherently do not want to change. It’s a defence mechanism ingrained in all of us. Even if the price, timing, features, and need are obvious, they still won’t want to take action. So what is that outside force?
To find out, let’s take a quick look at the study of Emotional Intelligence. Information first passes through the Limbic Centre of the brain, where emotions are experienced, before it hits the frontal lobe, where it analyses logic and reasoning. So no matter who you are selling to, decisions are always made first emotionally and backed up with logic. Price, features, benefits, and need are all logic reasons people buy, and most salespeople are great at explaining them. But what are the emotional reasons or feelings behind people buying? There are 2:
1. Feeling # 1: YOU
Primarily, the buyer needs to feel good about YOU. Even if you have a strong brand behind you, the customer needs to feel they know, like, and trust you before they can believe what you are saying. You create this feeling by indulging in personal development, developing self-awareness, and creating real relationships with your clients. CUSTOMERS BUY YOU! This means you need to take accountability for winning and losing sales.
2. Feeling # 2: THE SOLUTION
Secondly, the customer needs to feel the emotion correlated with solving their problem. How do they feel this? Primarily from you, through your own emotions and storytelling to help them experience what it’s like to have their problem solved. Another is through actually experiencing the product (a Free-trial in our case).
The Force Is With YOU
To sum it up, in order for people to take action, they need an outside force to influence them. The outside force is EMOTION and YOU are the conduit of the emotion. That’s why sales can be defined as: The transference of emotion from one person to another!
If you know that, or interested in learning and applying it to sell our service, then you are best suited for this opportunity.