By Tibor Shanto – firstname.lastname@example.org
Today I feature the third excerpt from my discussion with Ago Cluytens, for one his Coaching Masters Series interviews. Today we look at the roles played risk and emotion in getting buyers to not only react, but act.
In Monday’s clip, I talked about the fact that you don’t need to waste time in waiting for an event to engage with a potential buyer, what you are looking for is the reaction, not the event. Two things that get reactions every time are risk and emotion.
But while it is true that buyers buy on emotion and the rationalize that decision, it is also true that there are other factors such as risk, stories, sounds, and other factors a seller can leverage to get a buyer to react and more importantly to act. It is easy to get a ready buyer to react and act, but you need to use many things to get a complacent buyer to engage, react and act.
Take a look:
What’s in Your Pipeline?