Episode 092 - How to Determine Buyer Motivation

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your
Enquiry-to-Sale Conversion with The Lead Flow You Already Have.



What makes people want to buy from you? What is that
they’re looking for that makes them reach out to contact
you?  




Once they finally do, they’re hoping that you can help them
with the service or the product that you provide. They’ve
probably even spent a lot of time searching for options and
yet, here they are talking with you. However, the next step is
mostly in your hands to be conducted well. 




That’s why today we're going to be talking about your buyers’
motivation; how to know what it is in every case, and what you
should and shouldn’t do when you get to talk to them about
their challenges. 




We know that around 70% of the people that are buying need to
solve a problem, they are what is known as away-from oriented.
They are moving away from a negative situation or a
less-than-great situation. 




The other 30% are moving toward a better situation. So, it is
very unlikely that a problem they may have is the reason
they’re talking to you.  




At the end of the day, you will have spoken to people with
different needs and different motivations so, how can you tell
precisely what each individual is looking for? 




Once you start listening to them, it’s essential to be
zeroed-in on them and grasp their challenge fully. You’ve got
to understand what is behind their decision. Why do they need
my help now? 




If you listen properly, your client will be getting value from
that conversation right away, more so if you can help them once
you’ve acknowledged their needs. 




As you can imagine, there are some questions you’ll have-to-ask
and, there will be other things you should not bring
up. It all depends on who is in front of you.  




Today we are going to go through these scenarios so you and
your clients can make the most of every situation. If you are
interested, I encourage you to listen closely to this episode;
I think you will find it very useful. 



To DOUBLE your lead-to-sale CONVERSION with the leads you already
have, go to http://JohnBlakeAudio.com for his exclusive, free,
no-fluff, audio training and companion PDF guide.


Inside you’ll get word-for-word email follow-up templates, phone
scripts, and more that you can put to use today.