| As salespeople we should all be aware that our customers want us to help them improve their business, solve their problems and generally bring value. Why else should they need to buy our products and services? To understand why business clients buy products we not only have to understand their business and their business issues and problems but also the emotional issues behind the problems and how solving them will provide our clients with greater satisfaction and importantly plaudits and respect from their peers and bosses. This presentation on uncovering the emotional needs in b2b selling discusses these issues and provides some great tips on how to get to your clients "hot buttons".
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