Understanding what drives buyers is the key to closing deals in 2025. Chapter 5 of the BOOST book, out September 2025, explores buying motivations, helping reps adapt strategies to different personas. With 82% of sales success tied to understanding buyer psychology (Salesforce, 2023), this chapter shows how to decode motivations for anyone selling real estate, tech, or ideas.
BOOST’s Sales Success System treats motivations as unique strokes for unique folks. Start by identifying personas—like the budget-conscious manager or the visionary executive—through observation (Chapter 2). Ask, “What does success look like for you?” to uncover drivers like prestige or efficiency. The BOOST author used this to negotiate 8-figure deals, tailoring pitches that resonated. Highlight social proof, such as Nike’s win with Deloris Jordan, to spark dopamine. Adapt your offer (Chapter 4) accordingly, turning motivations into “yeses.” Ready to decode buyers like a pro? Visit www.realwiseacademy.com for coaching, or pre-order BOOST to master motivations!
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