Whenever anyone wants to buy something, whether it be a new kitchen or a new car, you can guarantee that they have a deeper reason as to why they desire to make that purchase. It is your job as a salesperson to dig into whatever their pain is so that you can understand where they are coming from. Today, Logan and Alex are breaking down how to get out your shovel and start digging, metaphorically and literally. Learn to see your prospects as humans in pain and you will learn to see yourself as the solution!

 

In this episode, we talk about…

• Digging for the deeper reason why
• Understanding the pain that has caused someone to make a purchase
• The length of different sales cycles in high-end buying
• Advertising for high-end purchases is different between buying a car and a kitchen
• People need to be incentivized to come in
• How to create the third person in the room and blame them for the high price

 

Links to resources:

Ford

Full Sail Marketing Giveaway

Full Sail Marketing Facebook

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