Today I am back to Buenos Aires, Argentina after 3 long years. The reason I recorded this video is to remind you about the buying patterns, including the motivational direction pattern. Are your customers focused on going towards their goals and opportunities, or away from challenges and difficulties?
Depending on the direction of their motivation, you need to create different sets of questions. With away-from customers, you need to talk about the consequences of not acting today. Fear sells!
Also, a quick reminder of the power of questions and ABC: always be curious. Thanks for watching and send us your comments!