Diagnosing Motivation - Industry Training Module 2

By: OpenLot.com.au | 20 Sep, 2023

Diagnosing Motivation

Diagnosing Motivation

Daniel Spencer provided insights into effective communication techniques when dealing with potential customers in the context of selling homes. Daniel emphasised the importance of asking strategic questions to better understand the motivations and needs of the prospective buyers.

Daniel suggested that when engaging with potential customers, it was essential to steer the conversation away from immediate product details and instead focus on the customer's situation and preferences. They recommended asking questions like, "Andrew, do you mind if I asked you a few questions about your situation? Therefore, what we discussed that day would be relevant to you." This helped tailor the conversation to the individual's needs.

He also highlighted the importance of understanding the customer's background and history, including their familiarity with the local area and how they came across the product or service. This information allowed the salesperson to personalise their approach and address specific concerns or interests.

Furthermore, Daniel emphasised the need to inquire about the current urgency and circumstances that drove the customer's interest in the product. By understanding the timeline and motivations, the salesperson could offer relevant solutions and create a more comfortable buying experience.

The discussion touched on financial aspects as well, including the status of financing and construction finance approval. Daniel advised offering assistance in connecting with the finance team to ease the customer's concerns and streamline the process.

Lastly, Daniel stressed the importance of identifying decision-makers and involving all relevant parties in the decision-making process. By addressing the concerns and preferences of both individuals involved, the salesperson could increase the chances of a successful sale.

He provided valuable insights into effective communication strategies for sales professionals, emphasising the significance of asking the right questions to understand and address the customer's motivations and needs.