If you can establish rapport with your prospective customers, the more likely you will be able to understand their needs and sell to them. One of the key elements to becoming more professional and successful is the vital but little understood element of customer motivation. Your commissions and value to your company will increase once you understand what influences your customer to buy.
Motivation is different for everyone.
Some people are motivated by getting a good deal. Others are triggered to buy by getting a steal-purchasing a product or service lower than the average sales price. Still others may be motivated by improving their lifestyle and, in many cases, have no regard for the required investment. Here are some tips on how to identify each of these types of customers and how to close the sale. The Good Deal Discerning customer motivation is the future to your selling success.