11/13/2024-“Why did you get bought?”

Understanding why your buyers buy is one of the more challenging yet fulfilling parts of being a sales pro. Every buyer and sale is different; learning all you can to help for the next time is key.

You just sold the biggest deal of your year…congrats!

Why’d they buy?

Seriously. What was the reason your former-prospect-now-client handed over gobs of money?

Sorry to break the news, but it wasn’t just your natural charm and strategic mastery that won the business. Finding out all of the real reasons they bought will help you throughout this sale and the next.

Probe to learn specifics about what made your buyer take the leap while you’re giddy in the honeymoon stage.

If you recently made a sale, do whatever it takes to get 10 minutes of your client’s time on Zoom or the phone.

Proudly announce: "I’m thrilled to earn your business and trust, but if you wouldn’t mind, can you tell me exactly why you bought us?"

And then…be quiet. Listen.

When you’re done with your primary KDM, move to a few other top buyers so you can probe to learn their reasons – AND their motivations, too. What you learn will yield tips on approaching them now and how to sell each in the future.

One of the more stimulating elements of the sales game is learning about each buyer and their agendas. You must be a bit of a psychologist to do well in sales.

Sellers must constantly appraise what types of buyers respond to which messages. And sellers must try different approaches and see what’s working and what’s not.

That’s a big, fun, and rewarding part of the job.

The best time to learn what tipped your buyer onto your side is when everyone is in a good mood, and that’s always right after the contract gets signed. Remember, buyers enjoy buying too – perhaps not as much as sellers like selling, but pretty close. Buyers enjoy rewarding sellers for a job well done after the long slog of the pre-contract journey.

However, each buyer is motivated differently and has different agendas and personal motivations. To enhance your learning about your pool of buyers and the companies they represent, learn how "Closed-Won" insights help you.

The insights will reveal what hot buttons to keep hitting, which is especially important when the rocky times come…which they will.

Do you have a "Closed-Won Dance?" Ya know, a little celebration wiggle that makes you feel warm, fuzzy, and giggly.

After you click the closed-won box in your CRM, you deserve a short moment to let it all out. (Ringing the gong is so boooooorrrrrrrring).

Check out these football touchdown dances in this YT short, and let them inspire you to create your very own celebration move!

You work hard to break business…a mini celebration is deserved!