cell phone tablet group of people sales pitch buyer motivation

Reasons to Adapt Your Sales Presentation

Stephen L. Capper, along with his wife, Nora, and their daughters, Jami and Toni, owns and operates A-1 Awards, Inc. in Indianapolis. He has been associated with the awards and recognition industry for over 45 years, and has given numerous seminars since 1979.

If we want to sell people and change them from prospects to lifelong clients, it is imperative that we understand exactly what motivates them to buy. Take the time to think about how you feel and react in different circumstances.

Do not make the mistake of underestimating those you sell. Understanding buying habits lets us adjust our sales presentation to adapt to our prospect’s wants. Think about what you want when you are on the other side of the counter. Putting ourselves in that scenario can help us better understand their reaction.

—Stephen L. Capper, A-1 Awards