Inside the Mind of Your Buyers
A look at what motivates customers to buy – and six ways to tailor your sales pitch.
Taking the time to think about each of your customers and adjusting your approach can cement a solid relationship and ultimately provide you with their business. This post we found written by Jane Porter, who is a freelance journalist based in New York, gives us some useful advice on ways to tailor your sales pitch.
No two customers are the same. To a small-business owner, that truism means paying close attention to what motivates people to buy. Customers approach buying with their own agenda, says George W. Dudley, chairman of the Behavioral Sciences Research Press, a Dallas, Texas-based research and development firm focused on sales productivity. For example, they could be shopping for specific product features, hoping to build a long-term relationship with the seller, or seeking a strong commitment to reliable service.
That means you should tailor your sales technique based on the primary reason your customer wants to buy. “We have our preferred selling style and it’s one we have built up with layers over time,” says Jeff Tanner, professor of sales and marketing at the Hankamer School of Business at Baylor University. “I don’t always see entrepreneurs trying to understand the need from the buyer’s perspective.”
Click here to read more and find out six ways to close a sale by focusing on what motivates your potential customers to buy.