People Buy on Emotion, Not Logic
It’s vital for sales reps to be able to recognize self-preservation as a basic human need. If salespeople can’t address customers’ personal interests in why they should buy, sales will stall. It’s a salesperson’s job to uncover customers’ hidden motives. Here are four motives to identify if you want your customer to take action in […]
Don’t “Sell” People. Let Them Buy.
It’s very interesting to study what motivates people. For example, nobody wants to be “sold” anything, yet everybody likes to “buy,” Buying is an invigorating activity. Buying is acting on a decision and taking control of a situation. Buying provides a sense of power. A salesperson can take advantage of this motivation by doing more […]
Put a Spin on Your Questions
The next time you’re trying to identify a customer’s needs, remember the acronym SPIN. S. Situation. What is the customer’s general background? This is important to know, as long as you don’t spend so much time exploring it that your prospect grows bored or impatient. P. Problem. What problem does the customer face? How does this […]
They’ll Need to See Your Message 29 Times Before They Buy
This is what some marketing experts call the “Law of 29.” Whether or not you agree with the number of exposures it takes through the sales cycle is not important. What is important is that your prospect is going to have to see your message over and over before he/she buys your product or service. […]
Words That Kill the Sale
Despite the popular saying to the contrary, words can sometimes be stronger than actions. An example is when you’re presenting to a prospect, and you’ve covered all the bases, but the prospect still won’t say “yes.” Sometimes an adage applies: “It isn’t what you say; it’s the way that you say it.” In that case, your […]
