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What Motivates Your Customer to Buy?

– Emotional factors are strong in all buying decisions.



The truth is, as an entrepreneur, you will be selling your business in one form or another to everyone you talk to about it. No one will have as much passion, knowledge, or conviction as you do about your business, so don’t make the mistake of delegating this entirely to a hired salesperson – you also need to have these skills. Brian Tracy says that all business skills can be learned.

Please download and read the Sales Skills handout prior to attending the live workshop.

It  is an  excellent  summary  of the psychology of sales, the 5 step sales process, plus some interesting statistics and facts about customer size and retention.


The 5 Step Sales Process

Click on the green circles to learn more about each step.


Personal selling occurs when an individual salesperson sells a product, service, or solution to a client. Salespeople match the benefits of their offering to the specific needs of a client. In comparison to other marketing communications tools such as advertising, personal selling has the following characteristics:


Now let’s take a look at a YouTube video called “The Importance of Relationships in Business”, featuring Brian Tracy. Brian is an international motivational speaker and author. He advises individuals and companies on Leadership, Selling, Self-Esteem, Goals, Strategy, Creativity and Success Psychology. He has consulted for over 1000 companies, and has written and produced more than 300 audio and video learning programs. He does an excellent job of explaining how relationship selling is effective in today’s world, and has replaced old-school techniques that have now out-lived their usefulness.

Brian Tracy says: “If you sell out of sequence., you kill the sale”.    

                                                     Keep this in mind as you embark on making sales for your business.


[icon name=”comments” class=”” unprefixed_class=””] Please take a minute to share your sales strategy reflections in the Week 7 Discussion Forum.

Download the Sales Process Worksheet and fill out each part.