Is
Your Prospect Motivated
To Buy, NOW?
Dear Colleague,
Every
prospective customer has a motivating force behind their interest
in your product or service. Most sales people couldn’t identify
a motivating factor if it slapped them in the face. That is because
they are too interested in their own selfish reasons to make the
sale.
However,
when you get interested in the motivating factors that your prospective
customer may have, you are way ahead of your competition and your
chances of making a sale greatly increase with this little tidbit
of knowledge.
I have just completed a new
audio CD program with over four hours of sales and sales motivation
information jam packed into one album. It is called, “Punch
Up Your Sales; How to Master the Fine Art of Successful Selling”.
On disc number two, I outline the five most common motivating factors
that your prospective customer is experiencing. Here is the condensed
version of what you will learn.
1. There
is an urgency of the situation.
Some event or situation is causing your prospective customer to
take immediate action. For example, if your prospect’s computer
crashes and they depend heavily on computers for their main source
of income, there is urgency to replace their computer.
2. Their
perception of the need to buy.
Let me ask you a question. Do you have high speed internet service?
Why? You don’t need it. After all, regular dial up service will
get you on the Internet...eventually. I have high speed Internet
service in my office because I really believe that I need
it. It accelerates the pace of business. I can get more done.
And, I can watch video clips of the Masters Golf Tournament.
Those are lousy reasons to purchase, aren’t they? I don’t
really need high speed Internet. However, my perception
is that I need it badly to keep up with the fast paced
business world. I have attached that need to progress
and profits. Your customer will do the same. It is your
job to locate the real need and to encourage that
need.
3. Their
degree of desire.
Does your customer have the ‘wantsies’ or the ‘needsies’? The truth
is that my decision to buy high speed Internet service was more
of a “wantsie’ than a ‘needsie’. You may be surprised that your
customer will want more often than need. The reason they
want a certain product is fueled by two factors.
First is the feeling of significance or importance.
To be known as
the person who has the best, owns the newest, is the first, or has
the rarest is a huge motivation factor.
The
second is public perception. What will your customer’s friends,
peers, family or associates think if they buy your product or service?
Peer pressure is often overlooked as a sales motivating factor.
4. Customers
buy for efficiency.
There are two parts to efficiency, time and effort. Efficiency
is a huge motivating factor in today’s fast paced society. When
you can demonstrate to your prospect that your product will legitimately
save time and effort, you could have a sale. Efficiency
can also relate to money. The more time you save, the more valuable
your investment. When investigating your prospect’s buying habits,
notice how important time and effort is to them. Are they willing
to exchange their money for time and effort?
5. The
fifth motivating factor is validation.
If your prospective customer can feel justified with their
purchase, they will buy. Validation is the process that
you go through to prove to yourself that you made the right buying
decision. You can also use this process to prove to yourself why
you didn’t buy.
As you conduct business this
week, examine closely why your customers buy your product or service.
What is the real reason behind their buying decision? You will find
that one or several of the motivating factors listed above will
continue to surface. Knowing this will allow you to emphasize to
your prospect what is really important to them.
You have to be a sales detective
to continue to discover why your prospects buy and what motivates
them to do business with you.
If you want to know all of
the benefits of my new audio album, click here to review what you
will learn in Punch
Up Your Sales Audio Program.
This audio program is only
$79 plus shipping. I know it will change the way you sell. It will
definitely help you Punch Up Your Sales.
Until next time, take great
care.
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