Stop Selling to Secondary Motivators [VIDEO]
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.
Want more? Get the book.
Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know, shows you how to blend the new science of selling with the heart of human connection in order to reach more prospects and consistently close more deals.
- Discover the 7 Key Motivators that influence every decision your customers make
- Harness the power of the Linking Formula to create true urgency
- Master the 10 Universal Truths so you can beat your sales quota without losing your soul
- Understand the 6 Core Objections and how you can neutralize them