How Buyers Buy

The very best salespeople are actually “sales psychologists.”

They spend an enormous amount of time thinking through the motivations of their customers and looking for ways to structure their offerings to appeal to the primary needs and motivations of the people they are talking to.

“There is no future in any job. The future lies in the man who holds the job.” ~ George W. Crane

The more information you have on how and why a particular prospect can and will buy your product or service, the easier it is for you to structure your sales presentation to elicit the desired response.

If you ask enough questions and listen patiently, the customer will tell you everything you need to know to make the sale.

Remember, fully 70% of the sales conversation should be spent building trust and clearly identifying the customer’s needs before you begin talking about your product or service or making recommendations of any kind.

Learn how buyers buy and how you must structure every sales offering so that it touches on the key motivations that cause people to make buying decisions.

If you're interested to learn more about how you can structure your sales proposals then feel free to drop me a note. 

To your success.