Sales pitch – Move Towards vs Move Away buyers
Two buyers, one pitch, two different reasons to say yes. Avinash Chate breaks down the Move Towards vs Move Away meta-program and how to frame the same offer for each type.
{"@context":"https://schema.org","@type":"Article","headline":"Sales pitch – Move Towards vs Move Away buyers","description":"Two buyers, one product, two completely different reasons to say yes. Avinash Chate breaks down the Move Towards vs Move Away meta-program and how to pitch to each without changing your product.","image":"https://avinash-gallery-worker.avinashchate-abc.workers.dev/avinash-1782733173353-skiaq3.jpg","keywords":"Move Towards Move Away, meta-programs, sales pitch psychology, NLP in sales, Stars at India Inc, Avinash Chate, RQ Relationship Intelligence","articleSection":"Relationship Intelligence","author":{"@type":"Person","name":"Avinash Chate","jobTitle":"Founder & Director, The Future Corporate","sameAs":["https://www.linkedin.com/in/avinashchate","https://www.youtube.com/@AvinashChate"]},"publisher":{"@type":"Organization","name":"The Future Corporate","logo":{"@type":"ImageObject","url":"https://avinash-gallery-worker.avinashchate-abc.workers.dev/avinash-1775992459555-zcrxke.webp"}},"datePublished":"2026-07-11","dateModified":"2026-07-11","mainEntityOfPage":"https://avinashchate.com/blog/sales-pitch-move-towards-vs-move-away-buyers"} {"@context":"https://schema.org","@type":"FAQPage","mainEntity":[{"@type":"Question","name":"What is the Move Towards vs Move Away meta-program?","acceptedAnswer":{"@type":"Answer","text":"It is one of the meta-programs from NLP that explains what motivates a person: some people are wired to chase pleasure and gain (Move Towards), while others are wired to avoid pain and loss (Move Away). Knowing which one you're speaking to changes how you should frame the exact same offer."}},{"@type":"Question","name":"How do I identify if someone is Move Towards or Move Away?","acceptedAnswer":{"@type":"Answer","text":"Listen to their language. Move Towards people talk about goals, gains, benefits and possibilities ('I want to grow, I want more'). Move Away people talk about problems, risks and things to avoid ('I don't want to lose out, I'm worried about'). Their questions in a sales conversation usually reveal it within the first two minutes."}},{"@type":"Question","name":"Can the same sales pitch work for both types?","acceptedAnswer":{"@type":"Answer","text":"The product stays the same, but the framing must change. For Move Towards buyers, lead with benefits, growth and what they gain. For Move Away buyers, lead with risk reduction, scarcity and what they avoid losing. Using only one frame for both types will always underperform."}},{"@type":"Question","name":"Where does this meta-program fit in the Winning Kite framework?","acceptedAnswer":{"@type":"Answer","text":"Reading meta-programs like Move Towards and Move Away is a Relationship Intelligence (RQ) skill — the right side of the Winning Kite. It sits alongside Emotional Awareness (EQ) and Productivity (PQ) as one of the three forces that lift you toward Success."}}]} Sales pitch – Move Towards vs Move Away buyers Two people sit across the table f…
Avinash Chate services
Corporate Trainer in Maharashtra · Leadership Trainer in Maharashtra · Team Building Trainer in Maharashtra · Motivational Speaker in Maharashtra · All service locations
← Back to all articles · Book Avinash Chate
By Avinash Chate — Maharashtra’s #1 Corporate Trainer & Motivational Speaker. .