Buying Motives

Quote:

Originally Posted by Mikey

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

I don’t really see a distinction. People are people. Motives are motives. All people, including buyers, have certain values and motivators that guide their every action. At the most fundamental level, people want comfort, peace, love, convenience, health, security, etc.

Uncovering a prospect’s key motivators allows you to understand what is important to them as human beings. Uncovering a prospect’s key motivators honors them as people, not just as a means to an end…..a commission. When you can appeal to a person’s highest moral values / key motivators, you will effectively and quickly build trust. When trust is the underlying force of any transaction, the buyer ultimately sells himself/herself on the merit of what you’re selling.

Using the “classic sales pitch” where people are taught to discuss “features/benefits” and to go for “the close” does not honor a prospect’s values / motivators. This outdated, classic sales formula puts the salesperson’s agenda at the forefront and certainly does not build trust. The classic sales pitch is based on a fear-based mentality that breeds competition and wariness.

Building trust and creating meaningful encounters are the cornerstones of enduring success. I could go on and on, but invite you to download the E-Book, “10 Abundant Sales Principles” instead. This is a free download at http://www.SellingADifference.com.

Wishing You Continued Success,
Terri

Quote:

Originally Posted by Terri

Using the “classic sales pitch” where people are taught to discuss “features/benefits” and to go for “the close” does not honor a prospect’s values / motivators. This outdated, classic sales formula puts the salesperson’s agenda at the forefront and certainly does not build trust. The classic sales pitch is based on a fear-based mentality that breeds competition and wariness.

We're not talking about the "classic sales pitch" are we?

What I'm talking about is the specific motive(s) behind each unique purchase aka "Buying Motive(s)".

Quote:

Originally Posted by Mikey

We're not talking about the "classic sales pitch" are we?

What I'm talking about is the specific motive(s) behind each unique purchase aka "Buying Motive(s)".[/font]

rrriiiiight.....like I said in the first paragraph, I don't see a distinction between buying motives and "motives in general". That's just my humble little opinion

Please excuse my error is providing more information than you clearly wanted.

Good luck to you, Mikey.

It's possible that our opinions aren't that different. I'm not saying that a "Buying Motive" is somehow different from any other motive. When I say "Buying Motive" I am talking about a specific motive [one of the many possible motives] that is driving a specific purchase.

Your thoughts?

Quote:

Originally Posted by 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.

Determining personality types in order to change how you to speak to prospects is based on the 20-year-old Myers-Briggs Assessment work. It is difficult for anyone other than a trained psychotherapist to master.

Modern behavioral researchers have determined that people’s adaptive personality type changes dynamically, moment-to-moment, based on the latest stimulus. That stimulus is often who they are talking to in the moment. That complicates personality typing identification processes for salespeople even further.

I have never seen a top performing salesperson that uses that technology.

The inherent manipulative nature of the process arouses subconscious distrust and resistance. See: “Power vs. Force” by Dr. David Hawkins

Quote:

Originally Posted by JacquesWerth

Determining personality types in order to change how you to speak to prospects is based on the 20-year-old Myers-Briggs Assessment work. It is difficult for anyone other than a trained psychotherapist to master.

Modern behavioral researchers have determined that people’s adaptive personality type changes dynamically, moment-to-moment, based on the latest stimulus. That stimulus is often who they are talking to in the moment. That complicates personality typing identification processes for salespeople even further.

I have never seen a top performing salesperson that uses that technology.

The inherent manipulative nature of the process arouses subconscious distrust and resistance. See: “Power vs. Force” by Dr. David Hawkins

I have never seen a top performing salesperson use a personality typing identification process either. How could they?

What I have seen, however, is their deep understanding of human behaviour and how well they use this skill. A salesperson can only uncover the key motivators of their prospect by listening and leaving their own agenda at the door. If a salesperson goes in with the intention to deliver a sales pitch using a manipulative approach, certainly distrust is the result.

When the salesperson makes it their goal, however, to add some value to their prospects’ life, trust can naturally follow because there is no inherent manipulation taking place as there is with the classic “sales pitch”. In “Power vs. Force”, David Hawkins writes: “We all float on the collective level of consciousness of mankind, so that any increment we add comes back to us. We all add to our common buoyancy by our efforts to benefit life. It is a scientific fact that what is good for you is good for me.”

“Power vs. Force” and “The Eye of the I” by David Hawkins are both terrific resources for people in any discipline. Highly recommended!

As most of us now seem to acknowledge, Trust is the most important buying decision factor. Our statistics show that, Respect is the second most important buying decision factor.

Over many years, I observed hundreds of top salespeople (the top 1%) develop very deep Relationships of Mutual Trust and Respect with their prospects in the first twenty-to-forty minutes of meeting them.

After the seventh top salesperson that I observed, I started to copy what they did and my closing rate increased by over fifty percent. My closing rate kept increasing as I observed more and more top salespeople do what we now call the “Trust and Respect Inquiry” process. That is one of the primary reasons that I became one of those top salespeople.

None of those top salespeople could explain how they did it. And, after I became proficient at it, I could not explain it either. However, it did not take long before I became a sales manager. And, I could go out with my salespeople and show them how to do it. They learned the Trust and Respect Inquiry the same way that I had learned it.

In 1989, when I got into the sales training business, we hired a psychologist to figure out how and why the Trust and Respect Inquiry (TRI) worked so well. He explained some of its ramifications and told us how to improve on it.

Another psychologist did even better; Dr. Wayne Diamond, who is a consultant to our company, provided a much deeper understanding. He showed us how to systematize the TRI process so that we could effectively train people in its use. He also worked with us to get the process done in less than twenty minutes.

Salespeople who are not afraid of emotional intimacy, and can deal with the discomfort of doing something radically different, can learn the TRI process. It is not easy to learn, but it is easy to do. It takes most salespeople 15 to 20 hours of training and practice to become competent at it. The TRI process is just one part of the entire High Probability Selling process.

It is very difficult to explain how and why the TRI works. One reason is that it is not a “sales” process; it is a psychological process. Another is that you cannot really understand it without experiencing it.

I don’t think there is any other way to increase your earnings so dramatically, so quickly.

I would agree with Jacques that the most important contact occurs in the first 30 minutes. I had many situations where these first conversations took place on the phone. If you can create credibility and trust, the prospect will proceed with you.
I had several situations where I didn't 'click' with a prospect. I actually turned them over to someone else. Otherwise, they were likely to buy from a competitor.

Susan

I also think really good sales people look for 'Buying Triggers'.

Quote:

Originally Posted by JacquesWerth

As most of us now seem to acknowledge, Trust is the most important buying decision factor. Our statistics show that, Respect is the second most important buying decision factor.

This seems right when deciding to buy or not buy from a certain salesperson however I would rate "want" as the most important "buying" decision factor.

Quote:

Originally Posted by Calvin

This seems right when deciding to buy or not buy from a certain salesperson however I would rate "want" as the most important "buying" decision factor.

Great day Calvin,

Would you rate a person's "need" as a greater motivator than their want?

Buying Motives

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