SEL4 - Customer Knowledge Part 2 of 5 - Purchasing Motivations-SEL4---Customer-Knowledge-Part-2-of-5---Purchasing-Motivations-1605092237260-esv2-90p-bg-85p

SEL4---Customer-Knowledge-Part-2-of-5---Purchasing-Motivations-1605092237260-esv2-90p-bg-85p

Video Transcription

Video Summary

The video explains that buying decisions are driven by different motivations, not just needs. Salespeople should identify whether a customer is motivated by cost, risk, time, physical changes, emotions, or personal gain, then tailor their pitch accordingly. Understanding these motivations improves fit, builds trust, and increases success. Buyers may also have multiple motivations, especially in a DMU. The key is to ask open questions, listen carefully, and record insights in the CRM. The message: don’t just find out what the customer needs—find out why they need it.

Keywords

buying motivations

sales pitch

customer needs

open questions

CRM insights