What makes people want to buy from you? What is that they’re looking for that makes them reach out to contact you?
Once they finally do, they’re hoping that you can help them with the service or the product that you provide. They’ve probably even spent a lot of time searching for options and yet, here they are talking with you. However, the next step is mostly in your hands to be conducted well.
That’s why today we’re going to be talking about your buyers’ motivation; how to know what it is in every case, and what you should and shouldn’t do when you get to talk to them about their challenges.
We know that around 70% of the people that are buying need to solve a problem, they are what is known as away-from oriented. They are moving away from a negative situation or a less-than-great situation.
The other 30% are moving toward a better situation. So, it is very unlikely that a problem they may have is the reason they’re talking to you.
At the end of the day, you will have spoken to people with different needs and different motivations so, how can you tell precisely what each individual is looking for?
Once you start listening to them, it’s essential to be zeroed-in on them and grasp their challenge fully. You’ve got to understand what is behind their decision. Why do they need my help now?
If you listen properly, your client will be getting value from that conversation right away, more so if you can help them once you’ve acknowledged their needs.
As you can imagine, there are some questions you’ll have-to-ask and, there will be other things you should not bring up. It all depends on who is in front of you.
Today we are going to go through these scenarios so you and your clients can make the most of every situation. If you are interested, I encourage you to listen closely to this episode; I think you will find it very useful.
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