Catherine Mattiske signature
Tools icon
Empty space, drag to resize
Access the UCM Tools & Resources
  • Find VIP access code on the 4th page of your book   
  • Press 'VIP Access' to get the resources
  • Enter access code when prompted
VIP Access instructions
Click image to magnify

Understanding Customer Motivation

Get inside the customer's mind
Empty space, drag to resize
Understanding Customer Motivation combines self-study with real workplace activities to help you understand the key elements that motivate customers. You will learn specific techniques to encourage your customers to start or continue to do business with you and to provide them with the products and services that they need. Understanding Customer Motivation investigates the importance of creating value for customers, why customers buy, the impact and influences of buying objectives, the four customer types, adapting the selling process, and a process for identifying value opportunities in your business.
Write your awesome label here.

What's in the ebook package?

Understanding Customer Motivation - eBook
  • Part 1:  Customer Motivation for Buying - Introduction
  • Part 2:  Psychology of Buying
  • Part 3:  Why Customers Buy  - Buying Objectives & Influences
  • Part 4:  Theories of Motivation
  • Part 5:  7 Service Principles
  • Part 6:  Customer Types
Tools & Job Aids
  • Interactive Activity Book containing:
  • Guided Activities
  • Your Personal Learning Journal
  • Skill Development Action Plan
  • Value Identification Tool
  • Job Aid - True Motivators Reminder Card

124 pages

activity book

free tools
& job aids

Members also purchased


This title is also available as digital learning

Press play for a sneak peek

Sign up for our weekly newsletter. Get member discounts. Be inspired. Live in your genius zone.