It’s been a while since the Spice Girls were in the pop charts. I was not a fan but one of their most memorable songs, for me, was called ‘Wannabe’ and it started something like this:

Yo, I’ll tell you what I want, what I really really want,
So tell me what you want, what you really really want,
I’ll tell you what I want, what I really really want,
So tell me what you want, what you really really want,
I wanna, I wanna, I wanna, I wanna, I wanna really
really really wanna zigazig ha.

Maybe not everyone’s cup of tea but the words were enough to capture the imagination.

From a sales perspective it would be nice if our prospects told us in simple terms what they really, REALLY want.

They may tell us what they want but it is what they really REALLY want that drives their buying motivation.

One of the most important things we do in sales is to understand our prospects primary buying motivation – what they really REALLY want – and then show them how doing business with you will help them achieve it.

So if you are struggling to close a sale, take time to step back and check you are selling them what they really REALLY want and not just what you hope they want