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MAY 2014

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Tips to Motivate Buyers To Take Meetings
by Linda Bishop, Thought Transformation
(www.thoughttransformation.com)

Albert Einstein defined insanity as doing the same thing over and over again and expecting different results. If you're trying to get a meeting and the buyer isn't responding, seek out a stronger motivation.

  • Fill in the blanks and complete this sentence. The buyer benefits from this meeting because ________________. Are the benefits compelling? Will the buyer care about what you have to offer?
  • Will meeting with you help the buyers do their job better or meet their goals? If the answer is no, there is little motivation to meet.
  • Can you solve a problem the buyer wants to solve right now? Point that out in your meeting request.
  • How much time do you need? If you ask for twenty minutes, you're more likely to get a meeting than if you request an hour. Bigger time commitments require stronger motivation.
  • Offer a small "appointment bribe". This could be a small premium, the buyer's favorite drink from Starbucks, or a book related to their job.
  • Psychologists David McClellan and John Atkinson researched workplace motivation and found people had three basic drivers: a need to achieve, a need for power, and a need for affiliation. Look for ways to link meeting requests to these motives.

By motivating buyers, you create a selling edge, and get more meetings. More meetings lead to more opportunities and more income, and that's motivation for you. DC

FoleyLinda Bishop is a sales expert, speaker and author. Her company, Thought Transformation (www.thoughttransforma-tion.com) provides sales training solutions and helps motivated professionals get tools, training and tactics to maximize selling success. She has proven solutions to help companies get more meetings with prospects and customers, get new opportunities, close deals, and grow accounts. To read Linda's blog, go to SalesisNotforSissies.com. To order Linda's book, "The Sales Pros Guide to Using Linkedin," go to TTBooks.biz.

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