Think Like a Buyer
Putting on Your Buyer’s Hat
Sometimes, the best way to improve your sales approach is to step into the shoes of a buyer. Think about the last time you went to the supermarket. Did you head to the self-serve checkout, or did you choose to line up for a cashier? Why?
Was it about saving time?
Was it to avoid small talk — or to enjoy it?
Were you feeling lazy and wanted someone to just do it for you?
Or did you just want the reassurance of a person handling things?
These little decisions say a lot about human behaviour. Buyers are constantly weighing up speed, effort, connection and trust. And while it feels like a small moment at the checkout, it’s the same calculation they make when they engage with your business.
That’s why it’s powerful to pause and ask: where might my prospect prefer the “self-serve” approach, and where do they actually want me more involved?
Some buyers want independence and resources to explore on their own.
Others are looking for guidance and a relationship from the very first interaction.
And many move between the two, depending on the decision they’re making.
Next time you’re in a sales conversation, put on your buyer’s hat and give some thought to the choices you’re being offered. Ask yourself: if I were them, what would feel easiest, most reassuring, or most valuable right now? The more you tune into that perspective, the more natural and effective your sales conversations become.
Want help refining how you engage with buyers? Let’s explore how Sales Mentoring can support your sales growth.? Let’s chat!
