Written by Sean McPheat |
To sell to new prospects and clients you must understand their reasons for buying. What is motivating them to make this purchase? What are they going to get from it? How will it benefit them? Why do they need it? If you don’t truly understand your prospects buying motives you will find it very hard to make a good sales presentation to them and even harder to close the deal in the end. Watch our short video below on buyer motivation and make sure you really understand why your prospect is choosing to buy.
Originally published: 15 March, 2013
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