One Simple Technique to Learn Buying Motives
Author: Mr. Inside Sales
Posted: November 19th, 2020
Question for you: How often do you take notes while you’re on Mute and your prospect is revealing their buying motives?
What? You don’t take notes?
How about using your Mute button? Are you actively doing that? (If not, start using it today: search my blog to read articles on how to do that.)
Here’s a simple technique to help you actively listen to and understand a prospect’s or client’s buying motive(s):
While they are answering your qualifying questions, have a piece of paper next to you (or your computer or phone) and actively take notes as they reveal what is important to them. If you’ve never tried this technique, trust me, it’s a game changer….
Bonus: Write down the actual words, phrases, or terms they use. Then, by feeding these back to them, you’ll be speaking to a person’s listening.
By taking notes, you will:
These are just a few of the very real advantages you’ll gain by actively listening and taking notes. This one technique will separate you from all the other sales reps who are just looking for someone to dump their pitch onto.
Like so many solid techniques in sales, this one is simple—but it will only work if you commit to trying it.
And if you do, I guarantee you’ll see the value in it, and you’ll quickly wonder how you’ve done without it all these years….
Further resources are available in the Mr. Inside Sales blog by clicking here.