Why do people buy?

girlclozer, this topic is beginning to hurt: in B2B there is NOT a single motivator to buy ... FULL STOP.

This sort of forum seems to entice people to uber-analyze that which you were not present to initimately understand. These client discussions weren't held with mid-level managers who fed their ego's with decision-making. Rather, the scenario which I presented was with the CEO of a multi-million dollar conglomerate. I take umbrage with your assumptions about what tipped the sale.

Please limit these broad statements with "in my experience", otherwise, I believe that you should present them as fictional or "what if" representations. If the theory is truly "...backed up by some of the great minds in the study of influence...", then, you should present the reference detail (so the grey hairs can check it out).

By the way, I have never implied that "logic" is (or isn't) a foundation for sales (I'm not sure where your analogy about logic initiated).

The forum is intended to assist rookies to round-out their selling skills. You cannot honestly believe that a rookie in B2B will survive by seeking out, "changes to how (buyers) feel"!

In my 30+ years of sales experience in B2B (for companies like 3M, Xerox, Apple Computer, etc.), I have never:
1. probed for feelings while meeting with decision-makers; or,
2. presented to the 'C' level anything which related to their feelings or anyone else in the corporation; or,
3. positioned solutions in a fashion which swayed an individual's feelings; or,
4. attended/delivered any sales training course which suggested that such effort would yield improved sales productivity;

Please be a little more careful with how your personal experience is presented to the forum. It really isn't appropriate to imply that these sentiments are "cast in stone" for the selling community.

Good luck & Good selling!
Pat

Many people post theory on forums as if they are true to their experiences and common to others - but they're nothing but theories to the person posting. Likewise, people want to reduce complexity or variety to simple cliches and phrases often to say something that sounds to them to be true of something in the metaphor. You know these things, Pat.

I once attempted to debate and discuss intelligently a woman who had reduced everything in this particular context to a phrase or two and she would often switch usage of the phrase contrary to how she previously used it to: 1. prove herself right again and 2. prove her debator wrong again.

Smugly she's smile off convinced she'd won something of value or importance AND had reprecented truth. This thread beings these things to mind.

We know people come to believe a simple reason for doing this or that or not doing this or that can be reduced to a universal impulse or biological response. We also know people come to believe they have the power to imagine and attract this or that to themselves through: arranging thought, meditating on icons or sound vibrations, walking in a certain way, turning objects in their home to face specific directions.

Then there's the belief that one can literally remove - at will - the beliefs and opininons from someone else and through powerful thought, manipulative words, and appropriate actions implant new beliefs and opinions in others. OR, through the same mechanisms get that person to uncover hidden impulses, beliefs, and opinions which control thought and action.

And there's reflections of truth to all of that - not the whole truth or even much of a partial truth, but enough of a reflection to convince one that it's more than it can be whichh is the problem.

What appears as expansive and wise and concrete is nothing more than the glistening of the sun on a bubble of soap drifting up into the air in an orb of beautiful transparent liquid color then the bubble bursts and is gone.

Meanwhile the sellers of bubble soap are making their little containers and profits because the children keep coming. AND mom and dad want to feel good beause the little ones feel good blowing bubbles.

Maybe we're all just blowing bubbles.

MitchM

Quote:

Originally Posted by OUTSource Sales

girlclozer, this topic is beginning to hurt: in B2B there is NOT a single motivator to buy ... FULL STOP.

This sort of forum seems to entice people to uber-analyze that which you were not present to initimately understand. These client discussions weren't held with mid-level managers who fed their ego's with decision-making. Rather, the scenario which I presented was with the CEO of a multi-million dollar conglomerate. I take umbrage with your assumptions about what tipped the sale.

Please limit these broad statements with "in my experience", otherwise, I believe that you should present them as fictional or "what if" representations. If the theory is truly "...backed up by some of the great minds in the study of influence...", then, you should present the reference detail (so the grey hairs can check it out).

By the way, I have never implied that "logic" is (or isn't) a foundation for sales (I'm not sure where your analogy about logic initiated).

The forum is intended to assist rookies to round-out their selling skills. You cannot honestly believe that a rookie in B2B will survive by seeking out, "changes to how (buyers) feel"!......

OUTsource sales, I agree wholeheartedly with you that in B2B there is no single motivator to buy, and I share your frustration on the topic's debate.

But, Sir, with all respect I want to comment on some things you said, and I hope you are not offended. I am referring to your words as shown:

"This sort of forum seems to entice people to uber-analyze that which you were not present to initimately understand."

And this:

"The forum is intended to assist rookies to round-out their selling skills."

Sir, I'm not sure that you, yourself were "present to intimately understand" the intention of this forum. If you think I have taken license by merging the context of those two excerpts, I apologize.
The impression that certain experienced sales people here have some sort of covenant to guide the careers of "rookies" here seems to be surfacing much more than the participation of "rookies" responding to the posts. More common is "experts" talking at one another. Perhaps the rookies learn in silence, for we have no way of knowing. And perhaps not. And then, too, perhaps the rookies will make their own choices on who they want to learn from.

In my opinion, the forum is open to those that would express their differing viewpoints, so long as things don't get personal, and do remain civil.

I disagree with girlclozers views expressed here as much as you do. But I respect and honor her right to express them.

Nicely stated Perez (seriously). I want to ensure that I offer an apology to those who might think that I was "shutting down" anyone's effort to communicate on the forum.

It certainly was not my intent.

To make a point in the thread, I had offered-up an expample in which I was personally involved. I was, then, airing some displeasure at the rigid stance taken (that a single emotion was at the base of a decision). The subsequent suggestions would have seen the comments softened by positioning the comments as being within their actual experience.

The forum is, potentially, a great vehicle for working through lost sales, seeking viable skills training, or expressing exhiliration over a big win. For those rookies who get involved, it can be a great motivator. In order for the forum to be successful, though, it requires broad participation.

I would be horrified to think that sharing my experiences (in any thread) were received in a manner other than intended. I would hope that, rather than intimidate, my experiences have been portrayed with the best intentions of the forum. In fact, I invite anyone to private message me (or any grey hair) if Perez' point has been missed.

Good luck & Good selling!
Pat

You implied some good questions in the post Perez replied to, Pat, and are right in expecting anyone who posts anything to be specific about what they are saying. Girlclozer did say about one post that read like personal experience that it was actually a hypothetical (theory) reply.

I don't have a clue what the intentions of this forum are other than sales discussion, and I've come to see how this and that person has been set up to be a qualified "expert" of some kind about this or that. Nevertheless, I've found these kinds of forums to be fairly open to conjecture regarding authority, value, and who is the expert.

All I can do is read the profiles and posts and decide - I know the Internet is loaded with experts selling their wares and services.

My perspective has always been to offer my remarks and take it all in with a few grains of salt, as the expression goes. When you get beyond or ignore public postures and personas you begin to see these places for their worth.

The best to everyone.

MitchM

Perez makes some good points about the intention of this forum: "More common is "experts" talking at one another. Perhaps the rookies learn in silence, for we have no way of knowing. ... perhaps the rookies will make their own choices on who they want to learn from."

Truly, there is NO shortage of experts on the web and this further drives home my suggestion that participants rationalize their comments with "in my experience". Otherwise, it will become a question of "who can shout louder" when it comes to contentious topics. It would also be helpful, if the comments included a sense for what market was portrayed (eg. B2C, B2B, etc.).

Similarly, when we're posting, if we choose to provide "proof-sources", we should always include reference details (so that the data can be reviewed).

So, Perez' point about "who the rookies want to learn from" is well taken. My rationale for joining the forum is to share what I've learned. If my posts/threads appeal, I'm ecstatic. If someone finds my approach a good fit, superb! If my comments stir some controversy ... that's not so bad. If I happen to offend, I'm available via PM to reconcile and offer either explanation or apology (which I'd happily include in a thread).

I am not selling anything which would appeal to this segment, so, there is NO ulterior motive. I have been asked by one SR to act as "coach" but I have not set out to find business within the forum.

The best approach is to join-into the threads but, sometimes that isn't optimal, so, I would strongly encourage anyone who wishes to PM me.

It seems to me that the grey hairs are more comfortable sharing experiences in order to make a point. This should be viewed by the rookies as a challenge to get involved.

Good luck & Good selling!
Pat

Thanks Perez,
I never thought that the idea that people (Yes even CEO's) make decisions based on changing the way they feel would be such a controversial thought.

I know many people who have have knowingly made awful decsions because it was easier or other CEO types would look at them differently. I didnt think this was such a new thought.

What bothers me is this:
I was telling some people about this forum and was excited about it. As I returned back from a business trip. (Thankfully one with a great ending) I was disappointed to see these remarks.

In my opinion the egos here are a little out of line. I am not a rookie and I dont think that this forum is designed for some people to preach to anyone.

I would think that anytime someone post a reply on here they are in turn saying that this is what they believe to be effective. Do we really need to post every single reference?

If I want proven, expert advice then I am going to get it from a source that I KNOW to be credible. I have personally spent a great deal of money with known experts. Some of the courses I have taken helped me tremendously, others were not so great. In all cases though they were KNOWN experts with proven track records.

This forum (correct me if I am wrong) is not that. I am sure that many on here are talented people. None of us though know for sure who is typing to us.

When I read a forum like this I naturally assume that these are opinions. I have read some that are great and some that I personally think are not. Isnt that what this is for? People state thier reasons why something works and other state why they think that thier systems work. Isnt that enough? If you dont like the post then why get so worked up over it? Simply state your opinion then move on.

I would also like to throw this idea out for consumption:
There are a lot of right ways to get an outcome. You might not believe my way. I might not prefer yours. In the end we both get things done. There doesnt have to be one all knowing way!

Lastly, I must say that the implications here seem to be (If I am wrong then I apologize) that I am some stupid woman that doesnt understand the big world of B2B. Little ol me could never understand what these big boys do when they talk to CEO's....
Other remarks would imply that somehow I am suggesting that some universal force can alter people in some way. I dont recall making any statements to that effect and find them a unnessesary.

Thats crazy! I could easily go on here about what I have done and who I work for and who I sell to. But why? That would just be scrutinzied as well. In the end its not about trying to impress people on here. I thought this was about reading peoples post and evaulating them for what they are. Take what works for you, if not try someone else's suggestions. (perhaps I was wrong about that)

I will continue to read on and if my post ruffle some feathers then I can move on. My intentions were to dive into what I thought was a forum of like minded people.

I only wish success to everyone.

Thanks again.

girlclozer, please allow me to set the record straight on a few of your comments:
1. "the egos here are a little out of line": what absolves you of the same comment? After all, in my particular case, I have 30+ years of B2B sales experience on which to base my comments;
2. "I dont think that this forum is designed for some people to preach to anyone": no one is "preaching" ... you entered the forum of your own free will and made some comments which simply aren't substantiated by the experienced SRs out there ... if you choose to postulate, then, you really should position it as such;
3. "Simply state your opinion then move on.": many participants use the threads as basis for research (eg. to find certain training materials, to resolve situations which transpire throughout the day, to seek out "coaching", etc.), so when the posts lack credibility, the forum suffers ... opinions aren't the issue, rather, it's the way in which they're positioned;
4. "There doesnt have to be one all knowing way": no one has presented anything which suggests that there's only one approach (and it seems a little adolescent to suggest it);

Perhaps you touched on the thread which had been "beaten-upon" already (i.e. the concept of single motivators-to-buy being based on emotions). There are always more ways to get the order and hopefully I never implied otherwise.

My last word in this thread: in my B2B experience the emotions of single individuals hasn't played a meaningful role in the ultimate decision.

Good luck & Good selling!
Pat

Everyone's got an ego and feelings - at least how we've come to define those things - that's some of the reason we post here, why girlclozer posts what she does being the first to admit that feelings drive decisions AND feelings are connected to the ego or personality feeling them. Me, perez, Pat - this is a trifling agrument anyway.

When posters post in generalizations making them appear as specific truths or experience - well, there's not much more to say about that. Likewise, when one is asked to provide specifics or details to support posts and doesn't, what more is to ask.

And when people forget what they've posted or deny them, change them, that ends conversation.

People buy things for a variety of reasons and how they feel and think, what the expect and the purpose of the decision is always more than either meets the eye or can be expressed in a simple cliche: because of a feeling.

MitchM

Quote:

Originally Posted by MitchM

My customers buy what I sell because they believe my products will benefit them in ways other products won't benefit them. They are looking for a solution for something important to them.

MitchM

Hi Mitch,

It seems to me that the reason people buy is dependent upon the product.

If you sell a complex solution, I agree with you completely.

Why do people buy?

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