buying motivators

Good Sales Managers know how important it is for their salespeople to uncover needs.

But it goes way beyond needs. 

As I detail in Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball, it requires that your salespeople learn about their prospects’ compelling reasons to buy.  Not just their needs. The issues, problems and frustrations – and even the consequences – that would cause them to spend money and spend it with your company, instead of your competitor.

But it goes well beyond compelling reasons.