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What Motivates Your Prospects?

If you don't know your prospect's current situation or what they ultimately want, why should they trust you? Here are some tips on how to use their motivations as a sales advantage.

What Motivates Your Prospects?

In energy solutions sales sales, prospects are motivated by more than just increased energy efficiency and decreased long-term cost. Determining what motivates your prospect can help determine your best approach to persuading them to adopt your offering:

What Motivates Your Prospects?

  • Give a trial offer: If you are confident in your offering and its ideal applicability to your prospect’s situation, then you know a trial customer will turn into a full-paying customer.
  • Use a time constraint: If your prospect has a time constraint, you can use it to your advantage in motivating their purchase. 
  • Convey the cost of delay: Especially in situations where you’ve been able to identify a business outcome more impressive than simply saving kW, kWh or therms (or the financial value thereof), be sure to emphasize that delaying project implementation also delays the attainment of that greater benefit you’ve identified.
  • Play to their desires: People are often more motivated by desire than they are by need.
  • Time-efficiency: People are always looking for ways to save time. If your offering helps them save time, play up that angle.
  • Help them justify the purchase: Your prospects needs to feel validated in their decisions, so help them justify them. 

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Mark Jewell

Mark Jewell

Mark Jewell is the President and co-founder of Selling Energy. He is a subject matter expert, coach, speaker and best-selling author focused on overcoming barriers to implementing projects. Mark teaches other professionals and organizations how to turbocharge their sales success.

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