Buying Motives

Coda, it is very clear that you would are a very unlikely buyer for our sales training process. That's okay with us. We do not attempt to appeal to every possible prospect.

Our company has a highly efficient prospecting group and, true to our name, we keep accurate records of what works best and what does not work, for our target markets. We don't do what feels right to us. We do what works best – statistically.

I do not doubt that your responses about how you would react to our selling process are sincere. However, implications that your reactions are typical of the norm are off the mark. Most of our revenues are derived from interactions with sales managers. If we were not getting excellent results with most of them, we would change what we are doing.

Here is my response to your question “… why you would first make an appointment, then ask this question and cancel the appointment if you don't like the answer.”
Once prospects make an appointment, they are far more willing to answer your questions than before. That gives us the opportunity to ask disqualification questions to determine whether they are a viable prospect or not.

We don't waste time with low probability prospects because it is not hard to find High Probability Prospects. We also don't waste time with prospects that are unwilling or unable to pay our price.

In buying motives, apply all good virtues you've learned. There are many good values and virtues but I emphasize patience, perseverance and strong determination.

I cut off the entire quote to save space, but still indicate I'm replying specifically to your post.

A post which makes a lot of sense. I do see the value in High Probability Prospects, and yes I agree it is an excellent way to maximize the effectiveness of a salesperson's time.

My thanks to you for persisting with my "devils advocate" style. I learn quite a bit from this board, and will definitely take something valuable from this thread. As I take an honest look at some of the prospects I've spent time and money dealing with, your philosophy makes even more sense.

So thanks, Jacques for your patience and knowledge. It is appreciated.

Coda, thank you for your participation and your acknowledgment.

I think the better you know your prospect, the more likely you are to know their motives for buying. I think it's so important to really get to know the people you are trying to sell to, especially in my business.

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I don't think "BUYING" motives should be the focus. How about just "MOTIVES". What motivates the prospect as a HUMAN BEING? Appeal to these motives and you'll get the sale.

Isn't that a broad stroak Terri?

Hmmmm.....you want more? Okay.

Top Performers have a deep understanding of human behaviour and are able to use these skills to their advantage. They are aware that, although there is a process for successfully completing a sale, customers fall into a range of different personality types, each with different communication styles and each with different values and motivators. When you learn how to speak to each of these factors instead of pitching a product or going in with the mentality to "close the sale", you'll develop trust and get the sale.

Going into a sales meeting or approaching a new prospect should be about creating a meaningful encounter with another person. I've been incredibly successful by leaving my own agenda at the door.

Go into a meeting / meet a new prospect with an open mind and the intention to create some value.

.....ummmm.....what was the question?

I think you are absolutely right in saying that a deep understanding of human behavior is a wonderful skill and equals success for those who have it. Each contact is different and we need to be able to adjust our mentality when dealing with each one. Trust in us is what I believe our contacts need in order to buy from us.

Terri how are you differentiating a buyer's "MOTIVES" in general from a buyer's specific "BUYING" motives?

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