Well not exactly, but my point is that whenever you sell anything you need to think about the motivations of your buyer.

You need to think about what they want and need and what’s in it for them – PERSONALLY. As well as what’s in it for the company when they purchase your product or service, you also need to think about what is in it for the buyer too.

Here’s what I mean by this:

GET LAID
What I mean by this is that people want to look good, they want to be popular and to make the right decisions.

GET PAID
They want to make more money or save money, they want to get a pay increase, a promotion etc

LIVE FOREVER
This is obviously a strong motivation in the health and beauty industry but people want to be immortal!

Now I know that the above are generalistions albeit in a crude sort of way but I really wanted the message to hit hard about the point I’m trying to get across. The point I’m making is that whilst you are selling your product or service to the company you also want to think about the selfish motivations of the buyer themselves.

They might want to get a promotion, to look good or to be seen as the top dog in their company – this is often a very overlooked area.

Oh, and before I go be sure to check out my brand newly released MTD Sales Podcasts website. I’ll be adding audios to the site each week that you can either listen to online, download to your computer or download to your IPOD or MP3 player. I hope you enjoy them? There’s about half a dozen on there now and I’ll be adding more each week.

Happy selling!

Sean

Sean McPheat
MTD Sales Training

Telephone: 0800 849 6732

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