EP128: Mastering the Motive

If you follow our Shin-Fu method, you know that getting to the heart of a customer’s motive is integral to the sales process. But what do you do when they won’t open up about it?

In this episode, we talk about…

  • Whether or not the issue really is that the customer doesn’t want to share their motive or if it’s YOU not possessing enough training and sales skills.
  • The importance of The Spirit of the Conversation – you have to be coming from the right place.
  • Reasons why some customers can be more guarded or expect to have a shorter conversation, and tactics you can use to get around that.
  • How when your conversation is going nowhere, that often comes down to a lack of courage to ask questions.
  • Strategies you can use to prevent your customer from calling you back in a few days with buyer’s remorse, asking for their money back.
  • The value of asking permission during your conversation with a client.


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