GATHERING INFORMATION

If you ask enough questions the customer will tell you what their DBM (dominant buying motive) is and you can use that to sell them.  Ask questions with ease and sincerity and listen and take notes.  If you haven’t made the sale by the time they leave, take many notes so you can use it later on the follow-up call.  Is a good detective and your sales will explode!

If you don’t already have one then develop some sort of an interview sheet.  The customer may resist at first but in time they will realize that you have taken the time to care about their needs.

*Example- If the client keeps telling you that the car that they are driving is unsafe, then it is safe to assume that safety is the DMB.  Obviously you would sell safety.  Know your product and be prepared!

Animations from  a1 clipart archive and  Animation Factory.
The music playing is the "Vivace" first movement of "Trio Sonata No.6 in C Major" (BWV 530.1) by J.S. Bach.  It was acquired from Dave's J.S. Bach Page and was sequenced by Gary Bricault.