People buy things based on either Pain, Fear or Motivation.
- Pain: Need something to solve a problem (i.e. software)
- Fear: Need something to avoid a problem (i.e. insurance)
- Motivation: Need something to improve mood, salary, sales, etc. (i.e. online course)
The way you sell your product or service needs to address the reason why people will want to buy your product, but that’s only half of the equation.
You also need to be able to describe the reason in a way that resonates with each individual buyer. This is where understanding the unique buyer language is critical.
Our individual personality type not only helps us understand ourselves better, but it can also be used as the answer to how we prefer to be sold.Read more...