3. Sales Solutions 877-862-8631. info@sales-s
Key Themes
Buying is a complex process
Buying is primarily emotional, not logical
Buyers’ decisions are influenced by
numerous factors, many of which are not
obvious
We can use this knowledge to increase
our odds of connecting with customers,
and to close business
4. Sales Solutions 877-862-8631. info@sales-s
Why do people buy? Why do we buy?
As a consumer?
As an employee or a business
owner?
5. Sales Solutions 877-862-8631. info@sales-s
Business vs. Personal Needs
Business Needs
Save money
Improve
efficiency
Streamline
operations
Increase sales
Grow market
share
Personal Needs
Earn promotion
Peer approval
Learn new skill
Recognition by
senior exec
More family time
More vacation
6. Sales Solutions 877-862-8631. info@sales-s
Personal Needs Trump Business Ones!
When push comes to shove,
WIIFM always wins!
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So, what are you selling to?
Is your “pitch” targeted to
Business Needs?
The features and benefits of your
product
Personal Needs?
Addressing the customer’s vision
of the ideal purchase
8. Sales Solutions 877-862-8631. info@sales-s
To whom are we selling?
Multiple players, multiple agendas
Executive
Technical
User
CFO
Gatekeeper
9. Sales Solutions 877-862-8631. info@sales-s
Each has own set of needs (agenda)
Executive
Technical
User
CFO
Share price,
personal stature
Easy to maintain,
pat on the back
Easy to use,
leave work at
5:00
Save company
money, add to my
bonus
10. Sales Solutions 877-862-8631. info@sales-s
Not all players are created equal
Differing Degrees of Influence
Degree Degrees of Advocacy
11. Sales Solutions 877-862-8631. info@sales-s
The Five Keys to Getting Inside Your
Prospect's Head
Personal Agenda
Dominant Buying Value
Motivational Triggers
Buying Style
Concerns and worries
12. Sales Solutions 877-862-8631. info@sales-s
Personal Agenda
WIIFM
Earn promotion
Peer approval
Learn new skill
Recognition by senior exec
More family time
More vacation
14. Sales Solutions 877-862-8631. info@sales-s
Motivational Triggers
Money
Comfort/Convenience/Ease of Use
Emotional Satisfaction
Approval, Prestige, Image. Pride
Belonging, Acceptance
Growth, Self-Expression
Security, Safety
Reduce workload, hassle or stress
on the job.
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Buying Style
Short-Winded or Talkative
Cautious and Analytical, or Impatient
Decisive or Indecisive
Authoritative and Controlling, or Yielding
Antagonistic or Relationship-oriented
Confrontational/negotiation-oriented, or
accepting
Focused on Immediate or Future benefits
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Concerns and worries
What concerns has the prospect
expressed?
More importantly, what concerns
and worries has he not expressed?
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How do we determine their agendas?
Ask questions
What challenges are you personally
facing?
What’s your biggest frustration?
What’s your ideal solution look like?
How would doing nothing affect you
personally?
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How do we determine their Dominant
Buying Value and Motivational Triggers?
Ask questions!
What accomplishment are you
most proud of?
What’s the best thing that’s ever
happened to you?
20. Sales Solutions 877-862-8631. info@sales-s
How do we determine their buying
styles?
Observation!
Listen to what they say,and to how
they say it - the non-verbal signs
Observe the non-verbal signs
Sense what kind of person they
are
21. Sales Solutions 877-862-8631. info@sales-s
Summary
Get Inside Your Prospect’s Head to Sell More Effectively
Determine How
Roles Ask your “sponsor”
Agendas Ask questions about challenges,
frustrations, ideal solutions
Dominant Buying Values and
Motivational Triggers
Ask questions that get at personal
goals and listen carefully to what
they say and how they say it
Buying Style Observe, listen, sense
Concerns and Worries Play the role of a therapist.
Encourage prospect to open up
23. Sales Solutions 877-862-8631. info@sales-s
Sales Solutions
Service Offerings
Skill Improvement/Enhancement
Sales Process Improvement
One-on-One Sales Coaching
Outsourced Sales Management
24. Sales Solutions 877-862-8631. info@sales-s
Get Inside Your Prospect's Head
Craig James
Sales Solutions
877-862-8631
www.sales-solutions.biz
info@sales-solutions.biz