Who would have thought the secret to sales success lies in
the Passover Seder? Whether it’s someone trying to get a job, an employee seeking a promotion, or a mother trying to win over a teacher, everyone has to sell something at some point, but the fact is most people dislike sales, even when selling themselves.
According to authors Kevin Daum and Daniel Turner, the Passover passage about the four sons– the wise son, wicked son, simple son and son unable to ask—contains a valuable lesson for successful sales. In Daum and Turner’s book, ROAR! Get heard in the Sales and Marketing Jungle, (Wiley; $22.95; April 2010), four types of buyers— the wise buyer, the cynical buyer,
the simple buyer and the disinterested buyer— are identified based on the story about the four sons. Understanding each buyer’s specific personality traits and preferred communication styles
increases sales success.
For example, the cynical buyer trusts no one, usually has his arms folded, is sarcastic, stubborn and often insulting with a chip on his shoulder when it comes to being sold something.
“The cynical buyer is usually driven by fear and the first step to winning him over is to acknowledge his fear,†advises Daum. “A little self sacrifice to build trust, can result in quick progress toward a sale.â€
ROAR! details information about all the buyers through a charming parable focusing on two old friends who regularly meet over lunch at New York city’s kosher restaurants.
Daum not only exposes the ancient Jewish secrets of buyer identification, but provides a clever acronym for ROAR to win over any buyer.
Recognize the Buyer
Observe from their perspective
Acknowledge who they are
Resolve their need
With this simple approach, it’s no wonder the Hebrews convinced the Pharaoh to let them go!
In its advance, ROAR! is being used not only for business but for eagle scouts preparing for leadership, college students preparing to sell themselves in the workforce, and even a dating expert in Colorado who’s testing ROAR! methods for picking up women in bars.
More on ROAR, author Kevin Daum and his quest to get on the New York Times Best Seller list (Or as he calls it, The Jewish Super Bowl Ring) is at: www.AwesomeRoar.com.
