The Motivated Prospect

Every human being is motivated.

If your prospect is human, they are motivated.

The difficulty many salespeople have is identifying what motivates their current prospect.

Actually, many salespeople never even attempt to identify what motivates their prospect. They have a canned presentation and they deliver the same presentation, time after time.

However, if you really want to make sales, you need to identify what motivates your prospect. Your prospect is motivated by wants, needs, dreams and a desire to alleviate pains.

Jonathan Farrington wrote "Find the Buyer's Motivators."