What Motivates The Customer?

A few days ago I wrote about what motivates you. That's only the first step, now you need to figure out how to determine what motivates your prospect to buy from you.

Hopefully you are asking open ended questions and gaining rapport with your prospect so you know what drives them. Are they spending too much on labor costs or raw materials, do they work too many hours, do they have staff they can't manage?

Sometimes it can be hard to have prospects open up however instead of cramming all your percieved benefits of your product or service down their throat, ask them what they are looking for in your product.

When you go to a car dealership, does the sales rep try to sell you on the new red sports car with the high price tag or does he take some time to get to know what you will be using the car for and then making a recommedation on the feedback he receives? Who will be driving this car (it may be the buyer but it may be a spouse, an employee, a daughter, etc)? What is the most important thing you are looking for in a new car (safety, performance, size, efficiency, price)? Are there any cars you have looked at already that fit your requirements? You can now base your recommendations on the prospects exact needs and sell the value of your car over other similar ones.

Another example would be if you were selling a new payment processing system to a restaurant. A few open ended questions you may ask are; what kind of system, if any, do you use now? What do you like and dislike about the system? Why did you purchase that in the first place? What additions would you like to have with that system or a new one? As a manager or owner, what is the number one priority of running this business?

If it's to keep food costs down and make employees more efficient you can go into why the new system will help them accomplish that. If it's to be able to spend more time with their kids you can talk about how a new system will track every penny and hold each employee accountable for their orders and money collected with or without the owner always being over their back. Because of that, the owner could spend a few more hours a week with their kids, employee moral will increase because not everyone is being micro-managed (you can improvise here a little as well in expanding on the benefits) and revenue will likely increase because nothing is slipping through the cracks.

Be sure you are finding out what motivates your customers and building your pitch around that. They will see the value without a hard sell if you are doing this properly.

#customer #prospect #openendedquestions #motivate #goals #sales #employee #owner #rapport