Understanding Buying Motivations

Written by Drew Cameron    Comment & Respond    Print Article

People buy for their reasons, not yours.  Your reasons may be compelling and sound great, and you may say to yourself, "Why wouldn't they buy...we are the best value for their dollar?"

This may all very well be true, but so what and who cares if  your reasons don't amount to a hill of beans in the prospect's mind - The ONLY place it counts.

Our friends at Hudson Ink share their insights on some of the reasons people may choose to buy.  But the ONLY way you will know which reasons make sense to tap into and explain how your company, products and services may help is to ask your prospect.  PLEASE DO NOT ASSUME!

You may sell the same thing to ten different customers, but to do so will require ten different and unique conversations customized specifically to each customer.

This is how you build value in your prospect's mind, not by telling the same lame story every time.  Use a structured, not scripted, sales process that is question-based, not consultative, to match the prospect's buying process and to offer what they want to buy and own.

Click here to learn more.

Category Tags:
HVAC sales  sales training  

Published: April 23, 2008 7:00 AM by Drew Cameron