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Understanding People to Sell: How to Appeal to Any Customer

Jun 28, 2023 | Sales

Everyone has a driving force — an underlying need. This need is inherent and unconsciously drives behavior, communication styles, how information is received and given. Additionally, when that need is fully and effectively met, it motivates and energizes someone.

Understanding People To Sell

When you’re influencing (selling), you’re not just talking, you’re creating a discussion around an outcome. How you communicate with the person on the other side of the table is integral to success or failure. In order to communicate effectively to your prospect, you must be able to recognize what their underlying need is so you can speak to them in a way that resonates and connects with them…not turn them off.

Identifying what motivates someone takes listening, very careful listening, to what they say and observing how they react. What words do they use? What preferences should you talk about or allude to? What did you say that lights their eyes up? Why did they look away or start fidgeting around? These are all signs, key indicators, that you need to watch for and understand so that you can steer a conversation based on what you see will motivate someone and get them to want to continue to communicate with you.

Trust me, if you can start to see what motivates someone during a sale, or any conversation for that matter, and flex the conversation in a way that resonates with them, you will win them over every time.

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Paul Bramson

Paul Bramson

Paul Bramson is renowned as a powerhouse on keynote stages and in training arenas. He is widely regarded as being one of the most impactful speakers, trainers and C-suite coaches in the world today. Paul is recognized as a leading authority and thought leader in the areas of communication, leadership and sales boasting media mentions in Forbes, Fast Company, Fortune, BuiltIn, Yahoo, and MSN. With an extensive 25-year tenure, Paul has continually ignited and empowered professionals, leaders, and teams across all echelons. His ability to captivate and engage audiences originates from an authentic zeal, unique aptitudes, and an unyielding dedication to professional and personal enhancement.