Buying Decision Processes
- Do you believe the items listed below are actual decision making processes undertaken by consumers involved in complex decisions which for many could be buying real estate, car, etc.?
(Need Recognition) ...customers recognizing a perceived need that they want to do...
- I run a small firm specialising in engineering equipment for factories. What we offer is a bespoke service and using our expertise we supply the most suitable equipment for the application either from our own supply or sourced from named manufacturers we deal with which we...
selling questions for people motivated by prestige/ego
- Please list any questions that can be used to sell to people who are motivated by prestige and ego.
Please share any other methods that would help arouse these types of people in addition to or more effective than questions.
* How impressed will your friends...
The topic of "Interest" in personal selling?
- Many sales book and discussions bring up the topic of customer "Interest" (a sense of concern with and curiosity about someone or something). Even Marketing addresses "Interest" and includes it in the AIDA acronym. In your opinion, is the topic of "Interest" important in...
Master Salesmanship: Neutralizing Your Prospective Buyer's Mind
- In his book, "How to Sell Your Way Through Life", Napoleon Hill wrote, "Failure to neutralize the mind of the prospective buyer is one of the five major weaknesses of the majority of unsuccessful salesmen." By "Neutralized" he meant "emptied of prejudice, bias, resentment,...
- What percentage of the people who contact you are need-based customers meaning customers who have a specific intention to buy a specific item or service?
Do customers really know what they want?
- If the golden rule is find out what people want and help them get it then how do you go about that with (1) people who don't fully understand their problem and what to do about it or (2) people who don't know what they want because they have no concept of what is available...
Customer's Decision Process
- What percentage of your customers have a high-quality process to make a decision regarding your products or services?
How has Internet Self-Diagnosis affected your sales practice?
- It seems that in some sales arenas (e.g.; real estate, insurance, etc.) more and more people are now turning first to the Internet to understand their "needs" and research "solutions" instead of the more traditional approach of seeking out a professional in that line of...
Buyer Expectations in Selling
- It has been suggested that in selling situations:
"Each party enters the interaction with certain expectations for his own behavior, or role, and for the behavior of the other person. The buyer through his responses to selling effort determines the way the salesman will...
Consumer wants and the disposition to action.
- "To want a particular product is to have a disposition toward using, consuming, or possessing that product. Wants are always identified in terms of a disposition to some action. Thus, if someone wants a car he or she is a 'suspect' for buying a car since having the want...
A set of goals to which consumers strive ...
- "All people have a vision of the good life that manifests itself in a set of goals toward which consumers consciously or subsconsciously strive. Such goals find part of their expression in a demand for products that contribute to the good life or the preferred life vision....
Is Your Prospect Buying What Your Selling?
- "What is most important for your prospect to make a buying decision?" (Is it cost, safety, value, reliability all of them or something else?)
Here is an example of that "something else" from one of my clients.
Roger and Janet, are a married couple who own a health...
Emotional Purchase Triggers
- It's been a couple years.
I find myself curious about emotional triggers - those emotional needs which fuel the prospect's desire to own something or obtain information.
Fear - I'm afraid, if I don't have this, something bad will happen.
Competition - I need to...
Research, Evaluate, Decide and Take Action
- For sake of this discussion let say that:
...you work in sales at a new car dealership.
...you are engaged in a meaningful sales conversation with prospective customers who are first time visitors to your dealership, have never purchase a car before and are just beginning...
Maslow's Hierarchy of Needs
- In your opinion what value, if any, can we as sales practitioners extract from Maslow's 1970's adapted Hierarchy of Needs Model, including Cognitive and Aesthetic needs?
Psychology and Philosophy of (and in) Selling
- Curious. What do you think of the following excerpt?:
The use of the word "psychology" frequently pops up in sales discussions. However, even among trainers, the depth of the topic rarely goes beyond what would be discussed in the first half hour of a very first class in...
People don't have to want your product to buy from you.
- CLOSE in the following conversation means, getting the customer to commit to buying the product/service.
I heard the following about 3 years into my sales career. "They don't have don't want it, you just have to close them."
It didn't make sense to me when I first...
Luxury vs. Necessity
- Do you sell a necessity (need to have) or a luxury (nice to have) and how does knowing the difference impact your sales and/or marketing efforts?
What Customer Personality Type Do You Find Is Easiest to Sell To?
- As salespeople, we come from all four of the personality types below. Which do you find it easiest to sell to? (After you vote in the poll, please post a comment and tell us which of the four personality types YOU are.
1. Direct, Firm, Results-oriented
When Does A Buyer Buy? - Sharon Drew Morgen
- In Sharon Drew Morgen's blog today was a post titled, "When Does A Buyer Buy?" In that blog post Sharon Drew wrote,
If you get the chance, read Sharon Drew's post and then come back and share your thoughts on what you believe she is saying and whether or not you believe...
Buyer Centric Sales Methodology
- The Buyer Centric Methodology says that, "You don't know what you are selling till you know what the buyer is buying." This is what I teach and it is a powerful way of looking at the sales process.
Sales Cycle vs. Buying Cycle
- In your opinion is there a difference between the Sales Cycle and the Buying Cycle? What is the difference and how does an understanding of these 'cycles' assist you in your own sales practice?
Why can’t a buyer make quicker buying decisions?
- "Why do we treat a purchasing decision as if it were an isolated event, and forget that there is an entire system that holds the status quo in place, and would have to be re-organized efficiently before being ready to make a change?" - Sharon Drew Morgen
The Most Important Secret of Salesmanship
- "The most important secret of salesmanship is to find out what the other fellow wants, then help him find the best way to get it." is a brief excerpt from Chapter Five (5) of Frank Bettger's book titled, "How I Raised Myself From Failure To Success In Selling".
How many want to try on their own first?
- In your opinion, what percentage of people actively pursuing the satisfaction of a want/need will first try to satisfy that want/need on their own without involving a professional/salesperson in the decision(s) and why do you think that happens?
3 Ways to Lose Customer's Trust and Respect
- Everyone knows that gaining your customer's trust and respect is important. Some salespeople might be doing simple mistakes that cost them their customer's trust and respect. What three not so obvious ways do you know of to lose customer's trust and respect?
Prospective buyers don't have to like the salesperson
- LIKE: to feel attraction toward or take pleasure in : enjoy <likes baseball> (Merriam-Webster Dictionary)
Based on the definition above, found in the Merriam-Webster Dictionary, it is easy to see why prospective buyers don't have to "like" the salesperson involved in...
What if They're NOT Buying ...
- The threads seem focused on classic "sales confrontations" such as, SR versus Purchasing Manager. Unfortunately, what if the company simply isn't buying at this time: What then?
During the very early days of my B2B sales career, I would quiver if the suspect started to...
It's decision time.
- Here's a scenario that is extremely useful for clearing the thoughts.
One corporate buyer. (only 'corporate' to help with the scenario)
Let's assume her company is in the market for whatever is being sold and wants to make a purchase.
She's had two presentations.
Sales, Marketing and Buyer Decision Process
- Do you see any similarities between the general sales learning model, marketing's AIDCA model and the general Buyer Decision Process model?
AIDCA-------------Buying Decision Process----Sales Learning...
Prospect's Level of Motivation to Act Now
- In a large number of instances the objective of the salesperson is to make a sale and for that to happen the prospect has to want to take action now.
Some prospects are ready to take action when you meet them, others are only a nudge away. There is an entire spectrum of...
True or False: Buying is Emotional
- Someone once wrote, "Behind every logical Need there lurks an emotional Want. If there is no emotional Want there will be no sale."
Do you believe that buying is emotional meaning that people buy to satisfy an emotional want (emotional satisfaction)?
Buying Motives - What should I be looking for?
- What are the different buying motives I should be aware of and preparing for?
I know of at least these four buying motives and there are probably more.
Desire for gain
Fear of loss
What to do with prospects in the early phase of the buying cycle.
- Here is a common scenario I see. A couple is here on vacation and staying in the community in either a rental or an RV they own. They have decided they like the area enough to keep coming back but don't know if they want to buy or keep doing what they are doing. The...
Change is what salespeople really sell.
- Salespeople are often asked, "what do you really sell?" as an exercise to get them to think about what or why their customers buy.
With that being said and on a different note, I will put forth the notion that what salespeople sell is "change". Would you agree?
- How do you know who is on the market today?
Have you heard about or used Trigger Events as a set of tools to help you finding your next customer?
Why do people buy?
- In his book, "The Little Red Book of Selling" Jeffrey Gitomer wrote;
Why do you think people buy or why do you think your customers bought?
How deep should you delve into buying motives?
- There are a couple of threads on why people buy and buying motives but neither talked specifically about how deep you should delve into buying motives. How far back should the onion be peeled?
Why don't prospects just say No if they don't want it?
- Salespeople could spend a lot more time with real buyers if prospects who don't want what's being offered would just say so instead of leading a salesperson to believe otherwise. Why do you think prospects don't just say no?
Uncovering the prospect's pain - Leverage
- We're often told to uncover the prospect "pain" but I think there is more to it than that. I think it's about leverage. I think that until the pain of 'maintaining the status quo' is greater than the pain of 'changing to something new" people won't change.
What do you...
Sharon Drew Morgen - Buying Facilitation
- I wanted to start a thread where members can ask Sharon Drew questions about "Buying Facilitation". If anyone has a question or questions feel free to post them in this thread.
Sharon Drew, many salespeople are happy with the skills they are using. Why would...
Justifying a Purchase: The "Blissful Ignorance Effect"
- Researchers at the University of Iowa, University of Utah, and Stanford University found that buyers who are "blissfully ignorant" about the product they purchased have a higher degree of customer satisfaction in their purchase than buyers who had a great deal of...
What do you do when the prospects aren't ready to buy?
- I've been watching and it looks like a lot of the people who call or visit our office are not ready to buy. They haven't talked with a lender, they don't know where they want to live, they can't describe the home they want, but they do want to see homes. ohn;
What should I...
How to help prospects with the buying decision.
- Sometimes prospects find it difficult to make the buying decision even when they want or need the product or service. What are you methods for helping prospects with the buying decision?
- I've read a couple of books that say you should uncover your customer's "Buying Procedure." Does this only apply when there is some type of "ritual" or "company policy"?
Need or Want or both?
- Do customers buy based primarily on what they want (emotion), what they need (logic) or both?
- Sharon Drew Morgen wrote "Buying Facilitation®: The New Way to Sell that Influences & Expands Decisions" and "Selling with Integrity".
Has anyone read either of Sharon Drew Morgen's books?
- What questions would you ask a real estate buyer to find out if they are serious or just looking?
Phases of the Customer Decision Process
- Neil wrote in "Major Account Sales Strategy" about distinct stages that buyers progress through when making a decision. The first three of these stages are -
1. Recognition of Needs - Example; "Do I need to do something about my car?"
2. Evaluation of Options - Example;...