🤗 The Empathy Edge – Mini-training
How to use empathy to map out purchase motivators and buy-blockers… Knowing what your buyer needs, or would benefit from, is rarely enough to have …
⭐ What are their three biggest wants?
What a buyer wants goes far beyond the technical side, the logistics and features, or the solution you provide. And treating a buyer as problem-owner …
🏆 What is their biggest aspiration?
We all aspire to fix, prevent or improve things. And the bigger the problem, and the cost of the problem, the more buying a solution …
😱 What are their three biggest fears?
Most sellers focus far too much on outcomes: they identify what the buyer needs, and try and convince them to get it. But your buyer …
😫 What’s their single biggest frustration that you can remove?
A sense of frustration is a powerful motivator for making decisions, taking action, and creating change. When you identify the 3 Fears and the 1 …
👤 What change in identity will take place when they buy?
Steve Jobs said "People don’t buy products – they buy a different version of themselves". Understanding what shift in self-view occurs when people buy gives …
🧠 Must-know buyer intel
To land a sale, you need to have a conversation. And not a conversation where you pitch your stuff. Instead, you need to have a …
🧠 Lenses & must-know buyer intel
To land a sale, you need to have a conversation. And not a conversation where you pitch your stuff. Instead, you need to have a …