Daily Quote |
Skill
Everyone cares about somethin'!
MSD: "What does your typical buyer care about the most?"
You: "There's no such thing as a typical buyer."
Exactly.
Each KDM makes decisions differently, which means you can't assume you know what's driving them.
It's easy to ask about business issues—objectives, obstacles, budgets, timelines. But great qualifying goes deeper: What does this individual buyer personally care about?
Probe early in the funnel with each buyer to understand what s/he really cares about.
Do
Yes, qualify the opp…and the person, too
Ask a direct, smartly presented question and you'll find out the truth.
Today, write your script for uncovering individual buyer motivations. If the questions aren't in your voice, you won't ask them.
1. "What do you personally want to get out of this proposed partnership?"
2. "What specifically excites you about this deal?"
3. "If we do this deal, how will it affect you personally?"
4. "What could I do as part of this deal that would make you look good?"
Oomph
Jerry knows buyer motivation
Is there another Oomph that would be more appropriate than Jerry Maguire's "Help me help you"?
No way!
Enjoy this one-minute clip of the famous piece of cinema that features one hard-working salesman!
Is there another Oomph that would be more appropriate than Jerry Maguire's "Help me help you"?
No way!
Enjoy this one-minute clip of the famous piece of cinema that features one hard-working salesman!
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