Written by: Vickie Sullivan | April 02, 2019
How to Uncover What Buyers Really Want
Have you noticed that buyers will buy something much different than what they insisted they wanted? Yeah, me, too. It can make you crazy.
The #1 reason why decision-makers change their minds: They discovered and fell in love with something they didn’t know existed. So, the real question is this: How can you be that perfect thing that your ideal clients didn’t know they needed?
The key: Move past what folks say they want, and tap into what is really important. The challenge is you can’t ask directly because buyers will give you the standard response. The best place to find this secret is in places where prospects boast about themselves: their website, their content marketing, sales material to their clients, etc. People brag about things they care about.
Listen: How I Used This Idea to Help Professional Speakers
Why this works: We want what we give to others. We give what’s important to us.
Everyone knows that great sales conversations appeal to the buyer’s needs. The challenge is that those needs are a moving target. The good news: People tell us what is important. They are just not direct about it. We just have to pay better attention to the clues hidden in plain sight.
Now Read This:
- When to Give Buyers Advice
- Strategic Sounding Boards Give Real-World Advice for When the Rubber Meets the Road