Скачать или смотреть Finding Your Buyers Motivation

You know this. Right?

People buy with their emotions.

Even those B2B buyers you're selling to right now.

Emotions come from something you genuinely care about. Your core motivations like:
Getting promoted
Being the best
Doing meaningful work
Buying a house
Going on vacation...

The list goes on.

The thing is, it's not always clear what their driving motivation is.
Your job as a salesperson and marketer is to get to that core motivation - the one that drives emotion.

It's OK to figure out your prospect needs accounting software because they're having a hard time keeping track of AR.

It's a different ballgame if you figure out they need to keep better track of AR because the person who fixes the problem has a good chance of getting promoted to CFO. And being CFO has been their dream since college, and they'd be the first in their class to get that position.

In this episode, Paul explains how to get to that driving motivation.