Are you a bargain hunter?
Pamela Bruner, CEO, Business Coach, USA
21 November 2017
Did you know you can tell a lot about someone by their shopping style?
What do I mean by shopping (or buying) style? It’s how someone makes every major purchasing decision.Do you comb through the sale section looking for the best deal? Know exactly what you want as soon as you see it – no quibbling needed? Very different styles, and the sales process with you would look very different as well.
The thing is – everyone has a money story. It can tie into what people think they are worth spending money on, or what their fears around money look like. I have a money story (that I’ve worked hard to change to one of empowerment), you have one – and your prospects do as well.
Woman shopping at a grocery store
These aren’t necessarily good or bad, but they can be informative. If you can determine a possible buying style when you’re talking to a prospect, you might better be able to align your sales strategy (and sometimes, your expectations!)
“If you can determine a possible buying style when you’re talking to a prospect, you might better be able to align your sales strategy”
Knowing your own style is also invaluable – remember that how YOU purchase something is not necessarily how a potential client would buy from you. If you are projecting your buying style onto potential clients, you could be sabotaging your sales without even realizing it!
Woman Shopping for Clothing.
Below are the 7 main purchasing styles. Where do you see yourself? How does it affect how you sell your offers and programs?
- Bargain Hunter: Always looking for a bargain and for the best deal. Negotiating a price down is part of the game. If you’re a bargain hunter, don’t assume that everyone you meet is always looking for the lowest price and wouldn’t be willing to pay for your high-ticket program!
- Researcher: Needs to look at EVERYTHING before making a decision. Wants all possible information and is very thorough. When they purchase, they feel confident they have explored all the possible pros, cons, and alternatives. If you’re a researcher, don’t think you have to bombard your prospects with every single aspect of your work and exactly what is covered in your program. Leave some mystery and surprise on the table!
- Mistruster: Approaches buying from a perspective of suspicion and distrust. Assumes the salesperson just wants to make a sale and doesn’t care if it’s right for the prospect. If you’re a mistruster, you need to work with a sales model that feels authentic and not pushy. If you feel comfortable selling your program, prospects will be more trusting in you and more engaged with what you have to say.
- Regretter: Second guesses all purchases. Worries that they shouldn’t have spent the money or the purchase was a rash decision. If you’re a regretter, make sure you’re comfortable addressing objections with prospects so they can make a decision without regrets. Share testimonials from other clients about the results they experienced with you as a way to share your expertise.
- Returner: Makes a purchase without really planning to keep it. If you’re a returner, consider offering some kind of guarantee or refund policy. This removes risk for the buyer, and if you believe in your program and the results people can experience with you, chances are slim that anyone would actually ask for a refund!
- Pleaser: Afraid the salesperson won’t like them if they say no to a sale. More concerned with making the salesperson happy than whether or not they really want to make the purchase. If you’re a pleaser, practice your sales pitch with friends who have agreed to say no to the sale. Get comfortable with “No.” Not everyone will say yes to your offer. It might not be a right fit or the right time for them. It’s not a reflection of whether they like you or not. (And if someone is only purchasing your program because they’re afraid of saying no to something that’s not right for them, would they ever be an ideal client for you?)
Procrastinator: Doesn’t want to make a decision and will keep putting it off. Doesn’t want to commit to action. If you’re a procrastinator, don’t let a prospect end the conversation by saying they’ll think about it. Practice running through different scenarios where you address this comment. Do you sense that they really mean no? Do you feel they really want to say yes? Help them get past any remaining obstacles.
If you want to grow your sales confidence and regularly turn prospects into excited clients, click here for my $17 sales training program (Yep, it’s really only $17!)