| In all your actions with the customer, think about | | | | is small and the potential reward is going to be a lot |
| what their motives for making a purchase are. Saving | | | | bigger. |
| time, saving money, making more money and on and | | | | In every meeting with the customer, show them |
| on. | | | | that you care about their well being. Small things |
| If you focus on that, you can more easily find their | | | | matter, instead of just meeting them in the office. |
| sweet spots and get a deal. Much easier than if you | | | | Take them out to lunch and pay for it. Give them a |
| focus on what you want and keep focusing on you | | | | choice of dates so that you find one that suites |
| making money and them paying it. | | | | them. Offer to send them information so that they |
| When presenting your products show the customer | | | | can be prepared for the meeting if they want to be. |
| how you can solve their problems. It will give them a | | | | Play the game by their rules and it will make them |
| reason to purchase them. | | | | feel calmer and better about the whole ordeal. |
| They are not looking for a way to spend money and | | | | One thing to remember though is that because you |
| they are very afraid of making mistakes. In all human | | | | are respecting them and trying to show it. Don't |
| action we try to avoid "pain" and move towards | | | | become a wimp. Don't let them step on you and |
| more positive stimulus. Therefor a customer will not | | | | definitely don't be afraid of pushing them over the |
| want to do something new that might cause them | | | | edge when needed. |
| pain, loss of money or repercussions from your | | | | If you can use these insights it will dramatically |
| superiors. But if you can show that the risk of "pain" | | | | increase your sales. |