Thoughtful Thursdays – Wondering how to engage your prospect?
From time to time we all run into a prospect who is tough to engage.
Today’s thought is about capturing the attention of that prospect.
I suggest to my clients to imagine themselves as the audience and to think about what a sales person would have to say in order to get their attention. It often goes beyond the logical and leans to an emotional need for the products and/or services that are being offered. Consider the buying motives of your prospect and appeal to them.
Buying motives include:
- Fear of loss
- Desire for gain
- Pride of ownership
- Security and protection
- Satisfaction of emotion
- Comfort and convenience
Successful appeal to your prospect’s buying motive will capture their interest and engage them in the conversation. Once that is achieved it is up to you to close the sale as the opportunity has been revealed.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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