Buying Motives
This is one of the easiest buying motives to spot. If your prospect has a problem that you can solve, they immediately consider your product.
What is Need…
This trait involves asking the right questions and paying attention to the response…
What is active listening…
The step where you ask questions to learn the customer’s needs and motivations….
What is Needs Assessment or Qualification…
This digital platform lets businesses share short-form videos and reach younger audiences…
What is TikTok….
These are unpaid results that appear in search engines due to relevant content…
What are Organic Search Results…
The foundation of this buying motive is excitement and urgency and can motivate prospects to act quickly…
What is impulse…
The ability to identify what a customer truly needs is this important skill…
What is needs assessment or problem solving…
This step helps build excitement and emotional connection by letting the customer get behind the wheel…
What is the Test Drive or Demonstration….
This type of marketing uses email campaigns to engage leads and customers…
What is Email Marketing….
A specific group of people a business aims to reach with its marketing…
What is Target Audience..
Consumers often make purchases that aren’t essential but are for the sole purpose of indulging themselves…
What is pleasure…
This trait helps a salesperson remain calm, confident, and adaptable under pressure….
What is emotional intelligence or composure….
The point of the sale where you handle any concerns or doubts the customer may have…
What is Handling Objections…
This is the process of improving a website to rank higher in search engines…
What is SEO os Search Engine Optimization….
This type content provides value and positions a company as a thought leader…
What is Blogging or Content Marketing…
This is a powerful motivator for action. We play on the factor of this motive to create a sense of urgency to highlight your prospect’s needs….
What is fear…
This trait involves being honest and ethical, even when it’s tough…
What is integrity…..
This is where you talk price, payments, trade-in value, and terms….
What is the Write-Up or Negotiation….
These short, clickable messages appear on platforms like Facebook, Instagram, or Google Ads….
What are Pay-Per-Click(PPC) Ads or Digital Ads…
In digital marketing, this is a detailed profile of an ideal customer…
What is a Buyer Persona…
This buying motive often stems from your prospect wanting to live well and live longer…
What is Health
Great salespeople never stop learning or growing in this key area….
What is product knowledge…
The step where you ask for the commitment to purchase…
Fire in the Hole!!! What is Closing the Deal or Sale….
This metric measures how many users take a desired action after clicking an ad…
What is Conversion Rate…
A/B testing compares two versions of this to see which performs better…
What is Ad, Email, or Landing Page…