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Events ESSENTIALS 105 DISCOVERING BUYERS' MOTIVATIONS
Loss aversion is a powerful motivator. Customers’ buying decisions are driven by an instinct to avoid loss, solve problems, and alleviate pain. By identifying what hurts, you appeal to your buyer’s intrinsic motivation to change—and to invest in your solution. In this course, you will learn the four buying emotions underlying your customers’ buying behavior. You’ll learn how to uncover the three levels of pain to empathize with the personal impacts of pain and activate emotional drivers that motivate purchasing decisions. You’ll also learn how to use the Pain Funnel technique to investigate pain indicators and qualify buyers before investing time in the opportunity.
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10/15/2024 08:30 am
10/15/2024 10:00 am
ESSENTIALS 105 DISCOVERING BUYERS' MOTIVATIONS
Loss aversion is a powerful motivator. Customers’ buying decisions are driven by an instinct to avoid loss, solve problems, and alleviate pain. By identifying what hurts, you appeal to your buyer’s intrinsic motivation to change—and to invest in your solution.
In this course, you will learn the four buying emotions underlying your customers’ buying behavior. You’ll learn how to uncover the three levels of pain to empathize with the personal impacts of pain and activate emotional drivers that motivate purchasing decisions. You’ll also learn how to use the Pain Funnel technique to investigate pain indicators and qualify buyers before investing time in the opportunity.
MM/DD/YYYY
America/Phoenix