Buying Motives

Are buying motives important to know when selling? What are the different buying motives?

Originally Posted by Marcus Are buying motives important to know when selling?

Yes.

Originally Posted by Marcus What are the different buying motives?

The four that come to mind are pride, profit, pain, and pleasure.

Originally Posted by Marcus Are buying motives important to know when selling?

You've heard the old saying that people buy for their own reasons yes? How important do you think those reasons are because you're talking about the same thing.

Originally Posted by Marcus Are buying motives important to know when selling? What are the different buying motives?

We ask six different questions pertaining to motivation in the "Discovery or Disqualification" phase of the High Probability Selling process. I will not list those questions here because, taken out of the context of the process, they will not mean anything.

One of the significant things that happen, due to asking those questions, is that the prospects justify their own reasons for buying to themselves six different ways. Furthermore, we know the important issues to address.

Originally Posted by Marcus What are the different buying motives?

In my opinion, at the core level the motive behind a person's actions will be to either avoid pain or gain pleasure.

I've trashed all the systems that teach anything than ask simple questions to find out why someone wants something - if the answers are vague I may be able to help make them clear - but that's about it.

MitchM

I think it's important to know as much relavent information about the prospect's situation as you can discover. This includes understanding their true motives to action.

I agree Miltion - my position isn't contrary to that - when what I offer is what someone says he or she wants then I find out why, expectations, motivation, etc. to determine if it's a fit or not.

MitchM

Originally Posted by JacquesWerth We ask six different questions pertaining to motivation in the "Discovery or Disqualification" phase of the High Probability Selling process. I will not list those questions here because, taken out of the context of the process, they will not mean anything.

Are these questions discussed in your book Jacques?

Two weeks ago I was hiking in the morning and I stopped to chat with a gal working out doors at the local college - she takes care of the grounds and was doing something with her weed wacker. "I see you're doing something with your weed wacker," I said and a conversation began.

Actually I wanted to keep walking because I have a habit that's taken over - so long and far to walk in such an amount of time - BUT I had to fight that habit internally to stop and chat because my business means casual contacts as well as cold calling, etc.

Though the conversation I mostly asked questions and we had an ordinary conersation BUT always remembering Zig Ziglers - "Sales is a conversation with a destination." Iwas able by listening and asking questions to steer the conversation into what I do and then she asked me questions - her mom with health issues was the focus. "Find out if your mom will talk with me," I asked giving her my business card - she was reluctant to give me her phone number so I didn't push it.

A couple days later she called telling me her mom wanted some information - I met her and gave her a brochure and another print out but again said, "Find out if your mom will talk with me - the brochure won't answer questions." Two days later she called me saying her mom and dad would talk with me."

I called and got them both on the phone and asked lots of questions, he in turn asked lots of questions, and through that they determined they wanted a six - eight month supply of products - I also introduced them to someone on the phone who could validate the products with her story.

I never pushed for a close - from the beginning it was an inquiry process of mutuality and what happened was we mutually closed in on the outcome - the purchase of $1,600 worth of products. Now it's up to us to do good follow-up which we've already begun.

That's a desctiption of how I work much of the time.

MitchM