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[E37] Behavior Week: Supporter Part II – Helping Supporters Buy
In Part I of the Supporter conversation, there were
probably very little surprises. When you step back and examine the people in
your life that fit most into each of these groups, you can see their
preferences for different situations and how it relates to this behavioral
overview.
In this episode I dive into how they like to buy and how
to sell to them in a way that will make most comfortable and happy.
It’s all about supporting the Supporters in their mission
Episode 37 – Trascript
[Coming Soon]
On this episode, I talked about how to care and support supporters. Welcome to Episode 37 of the sales experience podcast. In the last episode was part one where I was covering the behavior group known as supporters. Now, if you’re familiar with disc profile testing, they refer to them as steadiness. The people in this group feel it is their mission and duty to take care of other people. And pretty much at any cost, even if it means not taking care of themselves.
Time,
energy and money spent on themselves will literally feel like they’re stealing
it from other people, that time, energy, and especially money could be spent to
help other people in need. And to the supporter, it feels selfish to do much
for themselves. And again, like I said before, there’s no right or wrong with
any of this. But for all of us who have supporters in our life, it is amazing
and they really bring a lot of love and nurturing and help.
And
there’s so many times where you might be in need in your life, and the
supporter’s there too help you out and the only one who’s there. And so it is
amazing. And you know that with the supporters in your life, they you probably
like I said in the last episode, you want to do things for them, you want to
thank them, you want to appreciate them, you want to try to give them gifts,
maybe you know, you appreciate everything they do for you.
So
maybe you want to buy them a spa package or massage package and nice dinner out
a weekend getaway. You know, something good for them to help reduce the stress,
get away from their normal life, just take time for themselves. But the
challenge is, is they don’t like the thought of that. They don’t like the
thought of doing anything for themselves, they’ll see it as a waste of money.
And that you should keep that money for yourself in case you have your own
emergencies. And so there’s that struggle where you want to take care of them.
They don’t like receiving it and there can be this internal struggle that
occurs in the life of supporters and the people that you have in your life who
are supporters.
The
reason why I mentioned this because it’s important when you’re dealing with
prospects and people in your life that our supporters because you want to keep
that in mind as you do things for them. And to not take it personal if they
don’t want your help or don’t like the gifts that you give them because it’s
not about you, it’s about what’s going on inside.
Now,
let’s shift our discussion towards the sales experience part of dealing with
supporters. So, you’re faced with a supporter who is a prospect there in front
of you, how do they like to buy? Well, the first thing is you got to keep in
mind is that supporters really avoid and dislike confrontation and they want to
avoid that at all costs. They know that going into a selling buying transaction
where they are on the buying side, if they have to deal with a salesperson,
it’s going to fill them with anxiety and stress.
The
thought of, let’s use the car example because everyone has either bought a car
known somebody who’s bought a car is familiar enough with that process, is the
thought of for a supporter of going to a car lot and buying a car or dealing
with a salesperson will completely stress them out. And the reason why is
because they know that they have a inability or complete dislike of saying no.
If they say no to somebody, then that could lead to confrontation, it could
lead to hurt, it could lead to drama, it could lead to a whole bunch of things
that they really, really want to avoid at all costs. So, if they go into a car
lot, and they really don’t want to buy the car that the salesperson is trying
to talk them into, they will have a hard time saying no, and walking away from
that transaction because they don’t want the confrontation, they don’t want the
drama. And so they go into that kind of a buying situation with that thought in
their mind, which will do a couple of things.
One
is they just won’t go into those situations so they won’t buy a new car. You
will see a lot of supporters who will try to find somebody else in their life,
who is more on the confrontational scale, like the group of talk about the next
couple of episodes coming up. They might take that kind of person with them so
that they can be the confrontational buffer to kind of negotiate the transaction
or say no. Supporters a lot of times aren’t going to want to go into those
situations themselves. And so they don’t like that, they don’t want the
confrontation so they’ll avoid areas where they have to deal with a
salesperson, or they want to make sure they know exactly what they want.
That
if it’s an easy, more transactional thing instead of a consultative type
interaction with a salesperson where there’s going to be decisions and they
might have to say no. Or they’ll just avoid it altogether, buy things online,
or from a catalog, whatever it is just to avoid that all together. So, keep in
mind the supporters that you’re interacting with, they are coming to this
conversation with a healthy level of anxiety and stress because they’re worried
about the confrontation.
Now,
how do you sell to them when you know this, the first thing is, is that when
you’re interacting with someone, as soon as you realize that they’re a
supporter, you want to help them understand what your job is, and that it’s
there to help them. If you’re truly a sales professional and you’re doing a
consultative type approach with the people you’re interacting with to help them
make the right decisions; you want to let your supporter, just like you would
anyone else, but you want to let them know that your goal is not to push them
into anything, to force them into buy, to manipulate them, or talk them into
something that’s not the right thing. Your goal is to help them find the right
thing. And then you want to make sure that they understand that the choice is
completely theirs.
Now,
of course, you know that. If you’re listening to this, hopefully you’re one of
the good people out there who want to do sales in the right, way long term as a
profession. And in your mind, you may know that, in your mind, you may know,
hey, I’m one of the good guys here, I’m going to do what I can for you. And
ultimately, it’s your choice because my goal is not to manipulate you because I
know that if I push you into buying, it’s not going to lead to good things long
term, and I’m here for the long term.
But
with supporters, you want to really make sure you let them know that and
verbalize it, that your goal isn’t to push them in anything. And that at the
end of the day, it’s their decision, they want to walk away, no issue, you’re
not going to hold it against them, you hope that you guys can still be in
contact or be friends, and then they’ll be okay with it. And then that will
kind of put their guards down. When you get into your questions, keeping in mind
that their ultimate goal is to support other people and care about other
people.
And
anything they’re buying in their mind has to be geared towards what they can do
to help other people. When they buy a car, buying a car is not about
themselves. It’s not about how can I buy a car that makes me feel good. It’s, I
need to buy a new car because I need something reliable because if somebody
calls me at three in the afternoon and needs a ride, I need that reliable
transportation that will help me get there. If they’re talking to you and let’s
say they need help with their credit, it’s not about how the credit repair
whatever it is, is going to help them. It’s about what that opens up and what
they can still do for other people.
So
always remember that. And when you’re asking your questions, and going down
your discovery path, is that your questions with a supporter want to be about
their goals and how they see your product or service fitting into their
ultimate vision and plans and desire to be of service to other people. And
again, that’s different for all the groups, but with the supporters, that’s
where it’s at.
If
we look at the example of buying a house, let’s say it’s a house with a pool,
the supporter isn’t thinking, hey, this is great, I have a house with a pool,
this is perfect, I can now just relax in my pool and have a good time. It’s
more of I’m buying a house with a pool because I want a place for people to
come and feel supported and loved. Or I have people in my family who I know
would like a pool so I want to have a pool so that they could have that. Versus
let’s say like a promoter who wants to buy a house with a pool, they want to
have parties, they want to have people over they want to entertain, they want
it to be fun and they want to use the pool with other people.
The
supporter wants to have the pool available for other people so that they can
feel loved and supported. And so that’s the key is to ask the questions and
figure out where they’re at with their goals, their desires and the framework
of their behavior type as a supporter, so that you can then provide solutions
that fit that and that helps them get what they want, which is the ultimate
goal of being of service to others.
Well,
that wraps up another episode where we’re having a quick discussion about
supporters, behavior types, buying, selling and all of that together. Make sure
to come back tomorrow and listen to the next part, which is where we’ll talk
about the polar opposites of the supporters and how that group deals with confrontation,
empathy and their general tendencies.
And
until next time, always remember that everything in life is sales and people
will remember the experience you gave them.
View all episodes
By Jason Cutter
4.9
3535 ratings
In Part I of the Supporter conversation, there were
probably very little surprises. When you step back and examine the people in
your life that fit most into each of these groups, you can see their
preferences for different situations and how it relates to this behavioral
overview.
In this episode I dive into how they like to buy and how
to sell to them in a way that will make most comfortable and happy.
It’s all about supporting the Supporters in their mission
Episode 37 – Trascript
[Coming Soon]
On this episode, I talked about how to care and support supporters. Welcome to Episode 37 of the sales experience podcast. In the last episode was part one where I was covering the behavior group known as supporters. Now, if you’re familiar with disc profile testing, they refer to them as steadiness. The people in this group feel it is their mission and duty to take care of other people. And pretty much at any cost, even if it means not taking care of themselves.
Time,
energy and money spent on themselves will literally feel like they’re stealing
it from other people, that time, energy, and especially money could be spent to
help other people in need. And to the supporter, it feels selfish to do much
for themselves. And again, like I said before, there’s no right or wrong with
any of this. But for all of us who have supporters in our life, it is amazing
and they really bring a lot of love and nurturing and help.
And
there’s so many times where you might be in need in your life, and the
supporter’s there too help you out and the only one who’s there. And so it is
amazing. And you know that with the supporters in your life, they you probably
like I said in the last episode, you want to do things for them, you want to
thank them, you want to appreciate them, you want to try to give them gifts,
maybe you know, you appreciate everything they do for you.
So
maybe you want to buy them a spa package or massage package and nice dinner out
a weekend getaway. You know, something good for them to help reduce the stress,
get away from their normal life, just take time for themselves. But the
challenge is, is they don’t like the thought of that. They don’t like the
thought of doing anything for themselves, they’ll see it as a waste of money.
And that you should keep that money for yourself in case you have your own
emergencies. And so there’s that struggle where you want to take care of them.
They don’t like receiving it and there can be this internal struggle that
occurs in the life of supporters and the people that you have in your life who
are supporters.
The
reason why I mentioned this because it’s important when you’re dealing with
prospects and people in your life that our supporters because you want to keep
that in mind as you do things for them. And to not take it personal if they
don’t want your help or don’t like the gifts that you give them because it’s
not about you, it’s about what’s going on inside.
Now,
let’s shift our discussion towards the sales experience part of dealing with
supporters. So, you’re faced with a supporter who is a prospect there in front
of you, how do they like to buy? Well, the first thing is you got to keep in
mind is that supporters really avoid and dislike confrontation and they want to
avoid that at all costs. They know that going into a selling buying transaction
where they are on the buying side, if they have to deal with a salesperson,
it’s going to fill them with anxiety and stress.
The
thought of, let’s use the car example because everyone has either bought a car
known somebody who’s bought a car is familiar enough with that process, is the
thought of for a supporter of going to a car lot and buying a car or dealing
with a salesperson will completely stress them out. And the reason why is
because they know that they have a inability or complete dislike of saying no.
If they say no to somebody, then that could lead to confrontation, it could
lead to hurt, it could lead to drama, it could lead to a whole bunch of things
that they really, really want to avoid at all costs. So, if they go into a car
lot, and they really don’t want to buy the car that the salesperson is trying
to talk them into, they will have a hard time saying no, and walking away from
that transaction because they don’t want the confrontation, they don’t want the
drama. And so they go into that kind of a buying situation with that thought in
their mind, which will do a couple of things.
One
is they just won’t go into those situations so they won’t buy a new car. You
will see a lot of supporters who will try to find somebody else in their life,
who is more on the confrontational scale, like the group of talk about the next
couple of episodes coming up. They might take that kind of person with them so
that they can be the confrontational buffer to kind of negotiate the transaction
or say no. Supporters a lot of times aren’t going to want to go into those
situations themselves. And so they don’t like that, they don’t want the
confrontation so they’ll avoid areas where they have to deal with a
salesperson, or they want to make sure they know exactly what they want.
That
if it’s an easy, more transactional thing instead of a consultative type
interaction with a salesperson where there’s going to be decisions and they
might have to say no. Or they’ll just avoid it altogether, buy things online,
or from a catalog, whatever it is just to avoid that all together. So, keep in
mind the supporters that you’re interacting with, they are coming to this
conversation with a healthy level of anxiety and stress because they’re worried
about the confrontation.
Now,
how do you sell to them when you know this, the first thing is, is that when
you’re interacting with someone, as soon as you realize that they’re a
supporter, you want to help them understand what your job is, and that it’s
there to help them. If you’re truly a sales professional and you’re doing a
consultative type approach with the people you’re interacting with to help them
make the right decisions; you want to let your supporter, just like you would
anyone else, but you want to let them know that your goal is not to push them
into anything, to force them into buy, to manipulate them, or talk them into
something that’s not the right thing. Your goal is to help them find the right
thing. And then you want to make sure that they understand that the choice is
completely theirs.
Now,
of course, you know that. If you’re listening to this, hopefully you’re one of
the good people out there who want to do sales in the right, way long term as a
profession. And in your mind, you may know that, in your mind, you may know,
hey, I’m one of the good guys here, I’m going to do what I can for you. And
ultimately, it’s your choice because my goal is not to manipulate you because I
know that if I push you into buying, it’s not going to lead to good things long
term, and I’m here for the long term.
But
with supporters, you want to really make sure you let them know that and
verbalize it, that your goal isn’t to push them in anything. And that at the
end of the day, it’s their decision, they want to walk away, no issue, you’re
not going to hold it against them, you hope that you guys can still be in
contact or be friends, and then they’ll be okay with it. And then that will
kind of put their guards down. When you get into your questions, keeping in mind
that their ultimate goal is to support other people and care about other
people.
And
anything they’re buying in their mind has to be geared towards what they can do
to help other people. When they buy a car, buying a car is not about
themselves. It’s not about how can I buy a car that makes me feel good. It’s, I
need to buy a new car because I need something reliable because if somebody
calls me at three in the afternoon and needs a ride, I need that reliable
transportation that will help me get there. If they’re talking to you and let’s
say they need help with their credit, it’s not about how the credit repair
whatever it is, is going to help them. It’s about what that opens up and what
they can still do for other people.
So
always remember that. And when you’re asking your questions, and going down
your discovery path, is that your questions with a supporter want to be about
their goals and how they see your product or service fitting into their
ultimate vision and plans and desire to be of service to other people. And
again, that’s different for all the groups, but with the supporters, that’s
where it’s at.
If
we look at the example of buying a house, let’s say it’s a house with a pool,
the supporter isn’t thinking, hey, this is great, I have a house with a pool,
this is perfect, I can now just relax in my pool and have a good time. It’s
more of I’m buying a house with a pool because I want a place for people to
come and feel supported and loved. Or I have people in my family who I know
would like a pool so I want to have a pool so that they could have that. Versus
let’s say like a promoter who wants to buy a house with a pool, they want to
have parties, they want to have people over they want to entertain, they want
it to be fun and they want to use the pool with other people.
The
supporter wants to have the pool available for other people so that they can
feel loved and supported. And so that’s the key is to ask the questions and
figure out where they’re at with their goals, their desires and the framework
of their behavior type as a supporter, so that you can then provide solutions
that fit that and that helps them get what they want, which is the ultimate
goal of being of service to others.
Well,
that wraps up another episode where we’re having a quick discussion about
supporters, behavior types, buying, selling and all of that together. Make sure
to come back tomorrow and listen to the next part, which is where we’ll talk
about the polar opposites of the supporters and how that group deals with confrontation,
empathy and their general tendencies.
And
until next time, always remember that everything in life is sales and people
will remember the experience you gave them.