Get Inside Your Prospect's Head
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The document discusses how to better understand customers' motivations and needs in order to increase sales. It advises determining a customer's personal agenda, dominant buying values like gaining opportunities or avoiding loss, motivational triggers, buying style, and concerns. Sellers should ask questions to uncover agendas, values, and triggers, observe buying styles, and encourage customers to openly share concerns. Understanding these psychological factors gets inside the customer's head and allows sellers to make more effective pitches targeted at customers' personal needs rather than just listing product features.
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Get Inside Your Prospect's Head
- 1. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales- Get Inside Your Prospect's Head Craig James Sales Solutions October 21st , 2008
- 2. Sales Solutions 877-862-8631. info@sales-s Agenda Introductions Content Closing Q&A
- 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!
- 7. Sales Solutions 877-862-8631. info@sales-s 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
- 13. Sales Solutions 877-862-8631. info@sales-s Dominant Buying Value Opportunity to Gain Fear of Loss
- 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.
- 15. Sales Solutions 877-862-8631. info@sales-s 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
- 16. Sales Solutions 877-862-8631. info@sales-s Concerns and worries What concerns has the prospect expressed? More importantly, what concerns and worries has he not expressed?
- 17. Sales Solutions 877-862-8631. info@sales-s So what do we do with all this?
- 18. Sales Solutions 877-862-8631. info@sales-s 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?
- 19. Sales Solutions 877-862-8631. info@sales-s 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
- 22. Sales Solutions 877-862-8631. info@sales-s Closing Q & A
- 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