”How can I help YOU?”

MSD: ”What does your typical buyer care about the most?”

You: ”There’s no such thing as a typical buyer.”

Exactly.

And that means each of your KDMs makes decisions differently from everyone else. And THAT means you can’t assume you know what’s driving each of your buyers.

You may find it easy to ask about business-oriented issues – like objectives, and perhaps, objections – but it’s your ability to understand individual buyer motivations that will create buyer trust and true understanding of how to crack the code.

Probe early in the funnel with each buyer to understand what s/he really cares about.

Ask a direct, smartly presented question and you’ll find out the truth.

Today, write your script that will give you the courage to ask about individual buyer motivations. If you don’t create the questions in your voice, you won’t ask them. These can get you started:

1. ”What do you personally want to get out of this proposed partnership?”

2. ”What specifically excites you about this deal?”

3. ”How would a deal with us affect your individual role?”

4. ”What could I do as part of this deal that would make you look good?”

Is there another ”Oomph” that would be more appropriate than Jerry Maguire’s ”Help me help you”?

Nope!

Enjoy this one-minute clip of the famous piece of cinema that features one hard-working salesman!