6 notes tagged with "PurchaseMotivators"

📄 'I'll Bet That Hurts Like Mad' - How to create buyers by highlighting problem-cost

The thing about problems is that you'll pay for them, whether you want to or not. You either pay for keeping a problem, or you pay for…

Tagged with: #Articles, #ProblemCost, #ProblemCauses, #Problem-stack, #ProblemFinding, #PurchaseMotivators, #Questions

📄 Can selling be fun?

Almost every day, someone tells me a different reason why they don’t like selling. “Selling is stressful”. “It’s frustrating that the…

Tagged with: #Articles, #Selling, #Identity, #Avatar, #PurchaseMotivators, #Curiosity, #Mindset

📄 If they say "I just don't have the money", ask them this question

One of the challenges that coaches and consultants face, is when money becomes the obstacle. “I just don’t have that kind of money” or "It's…

Tagged with: #Articles, #MoneyConversation, #Objections, #PurchaseMotivators

Purchase motivators: Problem-cost and urgency

When somebody buys from you, it's because they're looking to solve a problem, right? And, every problem has consequences, negative outcomes…

Tagged with: #Articles, #ProblemCost, #PurchaseMotivators, #Urgency, #Pipeline, #QualifyingBuyers, #QualifyingOpportunities

📄 The simple psychology of repeat purchases

There’s something really simple and effective you can do to get more sales, and it doesn't get nearly enough airtime: [ 🧑‍🎓 SIBG Pt. 3.…

Tagged with: #Articles, #RepeatPurchase, #Questions, #BuyerIntelligence, #PurchaseMotivators, #Upsell, #Leverage

📄 Just. Stop. Explaining (The real reason people buy)

What, actually, is at the heart of a decision to make a purchase? It’s not because of a desire to own. Not because of disposable income…

Tagged with: #Articles, #Listening, #PurchaseMotivators

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