How the right amount of information influences the way customers think and make purchasing decisions

How can salespeople convey information optimally?

This is where the difference between globally oriented 🌍 and detail-oriented 🔬 information processing comes into play. It significantly influences how customers think and make their purchasing decisions and provides information on whether they pay more attention to overview or detail when making decisions.

Customers with a global mindset think strategically, recognize connections, and consider the general direction. 🔀 In contrast, detail-oriented customers focus on step-by-step plans and precise analyses. 📊

Globally oriented thinking is particularly helpful in conveying a vision to customers, showing perspectives, and emphasizing the fundamental direction of a product or service. These customers can grasp broad patterns and trends and connect them in the context of the bigger picture. To influence them, salespeople should emphasize connections between ideas and networks or how systems work.

🔬 Detail-oriented thinking, on the other hand, is important when it comes to executing a concrete plan and moving forward in manageable steps. Customers with this mindset appreciate details and want to know exactly how a product or service works. Salespeople should specifically ask these potential buyers for details about plans, emphasize understanding, and focus on exactness and precision.

Sometimes customers have both mindsets. For example, they want a global overview first and then go into more detail. A flexible adjustment between global overviews and detailed information enables successful communication and sales strategy in the customer environment. 🌐🔍

Can your sales team easily adapt the way it communicates information to the different thinking styles of its customers?

If you would like to further develop and improve the communication of your sales staff, please contact us for a personal consultation and tailor-made training programs!

⏩ www.upgradegroup.com/kontakt/ ⏪

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