Sales Secrets

Buying Triggers Win Over Product Features | #1412

Episode Summary

Here's why buying triggers matter more than product pitches. The best reps understand that buyers move for different reasons: revenue, savings, time, effort, pain, goals, comfort, praise, status, and security. The real skill is identifying the one trigger that matters most right now and building the conversation around it.

Episode Notes

• You are selling a decision, not just a product
• “I’m busy” can be a buying trigger
• Pain creates urgency better than closing tricks
• Goals and deadlines sharpen relevance
• Risk is the trigger that can override everything
• Great reps do not sell all 10 triggers at once