If You Want To Sell, Do This: The Two-Factor Technique of Buyer Motivation

Online, February 14, 2011 (Newswire.com) - We'll begin our look at the two-factor technique with an examination of the three psychological states of a prospect. I love this technique because it works well and will help you understand how to get more "hits" on your sales calls.

Three psychological states of a buyer after the sales call.

Your buyer moves among three psychological states as you make a sales presentation. The first state, which is highly desired, is where the buyer is angry about something - as long as it isn't you. This is the "dissatisfied buyer." The motivation for the dissatisfaction could be his or her broker, the carrier, price, service issues, doctors not getting paid in a timely manner, etc.
At this stage, you astutely utter melodious words on how you can help the buyer out of his dissatisfied state. You want to take the buyer from being dissatisfied to being satisfied - with you. Then you win.

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About the Publication
Employee Benefit Adviser is owned by The Benefits Group of Source Media and is written for employee benefit brokers, advisers and consultants. The Benefits Group is the leading information resource for the ever-changing HR & Benefits marketplace.

About the Author
Craig J. Davidson, CEBS, is Principal of Davidson Marketing Group, LLC and the inventor of FutureOffice Network. Davidson's insurance and employee benefits expertise helped him build a sales technology company that supports insurance brokers and other professionals who want to differentiate their sales message and presence in a marketplace.