Stop Selling to Secondary Motivators
Do you sell to secondary motivators or do you uncover the core motivators that create urgency to buy today?
If your value proposition centers around saving money, try focusing on the emotional benefits they’ll receive from the savings: tell them what they can DO with the money they save. My stepson Isaac sells solar panels. He’s risen to the top 20% in his company. When I asked him how he beats the competition, he replied, “All the other sales guys talk about the money the customer will save by installing the panels. I spend a bit more time with my customers. I dig deeper.
“Last night, I found out that Mrs. O’Neil was intent on refurbishing her kitchen. So, I not only told her she’d save $300 per month, but I recommended she use part of the monthly savings to finally upgrade her kitchen with marble countertops and top-of-the-line appliances. I even recommended a contractor. She bought on the spot!”
Watch this video where we discuss this concept in more detail.