How do you motivate someone to buy from you?

How often to your sales team despondently tell you “they don’t really want what we’re selling’ or “I couldn’t get them to say yes to it”.

Here’s a brief overview to a hugely important area of the sales process.

If your sales team are finding it hard to close their sales, it is not necessarily a problem with their closing process. Are your sellers creating enough motivation to buy? Because if there is no motivation to buy, they can close as hard and as often as they like, the buyer is not going to say “yes” because they don’t have enough reasons to.

The place to start looking is much earlier in your sales process. Try looking at the needs elicitation stage, you know, the “what would you like?” and “how will you know when you’re getting it” part of the process.

Are your guys collecting enough of the precise criteria that represents the perfect solution to your sales prospects? If they are, how are they using it? When your sellers are in the proposal stage (pitching) how are they re-playing the criteria they have collected, back to your buyers? Are they using precisely the same words, the same idioms?

Do your sellers know how to move your prospects internal sensory state so that they are experiencing the ownership of your product or service before they have bought it? Can they juice this stage up for your prospect, so that there’s no way your prospect is going to give up having this experience? When you can create this level of buyer’s motivation, you don’t even need to “close” a sale, buyers tell you they’re having it.

Okay, it’s a sophisticated sell, though so are most sells these days. Learning this one can make everyone’s life easier.