Dominate Buying Motive: Every guest that comes through our door has a reason they will buy. Your purpose in the discovery is to find this reason. I have found that the easiest way to find the dominate buying motive is to simply ask them. When I was a sales rep, my favorite question was “At this point in your life, what's the most important thing to you?’
The answer to that question will tell me exactly how to sell you. If you tell me it’s your kids, I'll tell you how holidaying like this will be the greatest and cheapest education you could give them. By becoming an owner you will give them a step above other children their age.
If you’re a single male and having a girlfriend is the most important thing to you, I'll explain how having a condo in Mexico or the Bahamas will could put you above others looking for her affection. I might also explain how visiting Thailand, the Philippines or pretty much anywhere in Asia could help with the loneliness. Get the idea?
Dominate Buying Motives could be: Wanting to own things better than others. Children, family, parents, making money, and doing better in work. The love and affection of another, fear of losing something or the opportunity to gain something. A sick loved one they want to show the world to and have good memories about before they pass. They can also be many other things. How many more Dominate Buying Motives can you add to the list?
Listen carefully to everything the clients tell you. This information is very useful for the steps later. You must find the useful information, store it, and use it in later steps. Use this information to form a picture of their life, including the past, present and the Future. Pay careful attention to the answers they give you. You must build their confidence and trust carefully and step by step.
Nearly every major mistake in a sales presentation can be traced back to the warm up and discovery.
You have approximately 30 minutes to do the warm up and discovery. Nothing else should be on your table at this time. Warm up and discovery should continue throughout the entire presentation.
Talk to both the husband and the wife.
Let the clients finish their thoughts and speaking
Ask “What does that mean to you?”
Listen, Listen, Listen