If I pulled up your team’s CRM right now, what would I see?
Chances are, it’d be something like this:
4 bedrooms
3 bathrooms
Single story
Pre-qualified (PQD)
Left Voicemail (LVM)
That’s all useful info. But it’s not insight.
In other words—data. Specs. Status updates.
But where’s the story?
Because none of that tells you why this person is moving, what’s driving their decision, or what’s at stake in their life.
If your team is managing checklists instead of uncovering what truly matters to buyers, you don’t have sales professionals–you have order takers.
And they’re not fully equipped to sell in today’s market.
Most salespeople are great at gathering information. Few are trained to dig into buyer motivation. That’s a leadership gap.
Because when your team focuses only on what the buyer wants, they miss the reason why the buyer is even searching at all.
You don’t need more feature-focused presentations—you need more life-focused conversations.
It’s easy to gather data. It’s harder—but far more valuable—to uncover why someone is moving in the first place. The best sales results come when your team uncovers the real problem to solve:
A two-hour commute that’s wearing someone down
A client navigating a new chapter after a divorce
A parent trying to get closer to aging family
None of that shows up unless your team learns to lead with curiosity.
And that’s where your leadership comes in.
Instead of notes like: “3 bed, 2 bath, follow up Thursday”
Your CRM was filled with: “Buyer just got promoted—needs home office, balancing family time with longer hours. Open to options but needs a quiet space ASAP.”
Or, “Buyer’s relocating after divorce—needs stability for two school-aged kids. Wants to be near her sister. Budget tight but open to longer timeline.”
Same CRM. Different depth.
When you coach for motivation—not just milestones—your team:
Builds trust and connects faster
Handles objections earlier and proactively
Creates urgency without pressure
This isn’t just theory. It’s a trainable, repeatable skill set.
Impact Eighty-Eight works with sales leaders and teams to embed buyer motivation into their culture through:
Onsite and virtual team training sessions
Sales leader coaching & call reviews
Custom playbooks to go beyond the spec sheet
Your people don’t need more scripts. They need the confidence to get curious, ask better questions, and uncover what’s really driving a buyer to take action.
Sales isn’t just about checking boxes or hitting KPIs for the sake of activity. It’s about building the kind of trust that makes buyers open up and share what truly matters.
If you're ready to build a team that listens deeper, connects faster, and sells with purpose—let’s connect.
Because when salespeople understand the why behind the what, they stop selling features—and start driving decisions.