Customer Service, Sales

Understanding Customer Motivation

Name: Understanding Customer Motivation
Author: Catherine Mattiske
ISBN: 9781921547232

by Catherine Mattiske

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Overview

Customers are interested in products and services that fulfill their needs and wants. If a customer doesn't have a perceived need or want then it is unlikely that they will buy. As an experienced salesperson, you must create need and motivate your customers to want to own or use the products and services that you sell.

This Learning Short-take combines self-study with workplace activities to help you understand the elements of customer motivation. You will develop tips, tricks and techniques to encourage your customers to start or continue to do business with you, and get the products and services that they need.

This Learning Short-take is designed for completion in approximately 90 minutes.

About the Author, Catherine Mattiske

Catherine Mattiske is a leading training professional, author and publisher, with an internationally acclaimed career spanning 30 years across an array of industries including banking, insurance, pharmaceutical, biotechnology and retail. Mattiske established 'The Performance Company', a leading edge training and consulting organization, in 1994. The Performance Company has offices in Sydney, Los Angeles and in New York and London. Catherine Mattiske has earned a reputation for helping clients achieve their personal and business goals across Australia, the USA, United Kingdom, Europe, Africa, New Zealand and Asia. Mattiske's client list has a global reach, including high profile Fortune 100 and 500 companies. Catherine Mattiske is an accomplished author and publisher. The best-selling, 'Train for Results' (Allen and Unwin), was on academic reading lists worldwide. As a publisher, Catherine Mattiske released the 26 part 'Learning Short-takes®' series in 2009. Recognized globally for her achievements in business, Catherine Mattiske is a member of the US Congressional Business Advisory Council. Mattiske has been awarded for her influence to US business and has also been nominated on several occasions for the prestigious Australian Business Woman of the Year.