Selling Solutions: Motivating Them Into Action!

Serving the needs for Agriculture, Associations and Corporations

Michele Payn-Knoper, Professional Speaker

Selling Solutions: Motivating Them To Action!
Michele Payn-Knoper, Professional Speaker & Marketing Consultant

Now that you know the customer’s needs and have customized a solution to those needs – you need to get them to take action! After all, if you don’t motivate them to buy from you, are you going to make the sale?

How can you move your best prospects and customers into action? Remember it’s about creating motivation throughout the year, not just when you’re trying to “close a deal.”

Re-appeal to their hot buttons.

Mention the progress of their competition (tactfully).

Set a specific timeframe for your offer to give a sense of urgency.

Let them feel the idea was theirs.

Refer back to the problem they identified and reiterate your solution.

Leverage key influencers to help them make a decision.

Have a compelling reason to keep in touch with your customers.

Get them to come to you by offering valuable information.

Well-known sales and marketing author Jeff Mayer notes “It’s about getting the fish to jump into your boat. By giving something of value to your customers and prospects, it keeps your name in front of them and is a very gentle reminder of who you are and what you do. They will certainly remember who you are.”

If you’re remembered as providing value, your job of motivating them is going to be much easier. Your goal in this step is to continue to reinforce why a customer or prospect should want to do business with you and to generate action. After all, an object in motion typically stays that way until a force stops it. Use motivation to get the ball rolling in your direction!

"Selling Solutions" is a sales process recommended by professional speaker and consultant, Michele Payn-Knoper. This series will be continued in upcoming issues or you can go to www.mpk.info to learn more. Receive her free monthly "Connections" e-newsletter filled with lively commentary on championing agriculture and sales advice by e-mailing newsletter@mpk.info.