Buying Motives—the ‘iceberg’ principle
Step 1
Watch the video and understand the difference between logically-based needs and emotionally-based wants
Step 2
Write down 5 examples of customer needs and 5 examples of customer wants
- What is selling?
- The 8 criteria for an effective sales visit
- What people buy
- The needs & wants 'iceberg' model
- How to improve your questioning and listening
- Funnel technique (developing customer needs and wants)
- Creating a strong first impression
- How to present your solution
- How to handle objections
- Handling price pressure
- How to gain customer commitment