Appeal to Buyer Motives to Close More Sales
About
1 session: 90 min Live Online, 90 min Self-Directed
Throughout the sale, the buyer continually evaluates what is said and done. Buyers may respond verbally, physically or emotionally to what is presented. These responses can be warning signals. Effective sales professionals recognize, accurately interpret, and respond appropriately to these signals.
Often people seem convinced that our solution can help them; however, they are reluctant to make a commitment. They may put off the decision or try to delay the process. As a sales professional, we can create a sense of urgency if we appeal to buyer motives.
We gain commitment more easily when we conduct the early phases of the sale skillfully. Over-emphasis on closing can feel like a manipulative technique to the buyer and can strain the relationship. Building the relationship throughout the sales process and appealing to buyer emotions will lead to successful sales.
.svg){kind=icon}
For the best value, purchase this course as part of the Sales Essentials 1 Year Subscription.
Objectives:
Duration:
What You’ll Learn
An over-emphasis on closing can lead to strained buyer relationships. This one-hour virtual class will teach you how to gain commitment by closely evaluating buyer perspectives through all phases of the sale. Learn to create urgency that gets to the heart of a buyer's emotional motive, and build relationships so you can ask for the sale with confidence.
Why You Want To Learn It
Throughout the sale, you’re on stage, and buyers are continually evaluating your performance. Simultaneously, they’re communicating with you too, either verbally, physically or emotionally. If you learn to recognize responses early, as either objections that need to be addressed or buying signals urging you to ask for a commitment, you will pave the way for a comfortable and seamless close.
How It Will Help You
As you near the end of the sales cycle, it becomes important to create a sense of urgency for the buyer so you can find a natural way to ask for the commitment. By demonstrating what the buyer needs and painting a clear picture of how your solution will resolve those needs, you create the perfect opportunity to ask for the business.
At the end of this session, you will be able to:
- Evaluate buyer perspectives to move the sale forward
- Engage the prospect’s emotions in the buying process
- Explore best practices for advancing the sale and gaining commitment
- Find ways to ask for the sale with confidence
