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?
#2
Skip Anderson
Re: How deep should you delve into buying motives?
Great question, Iceman.
My answer is:
"Peel the onion as far back as the prospect will let you" in most instances.
__________________ Skip Anderson
Selling To Consumers | Sales Training to Sell More™
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#3
Iceman
Re: How deep should you delve into buying motives?
Quote:
Originally Posted by Skip Anderson
"Peel the onion as far back as the prospect will let you" in most instances.
Is there a minimum level where anything less and you don't know enough about the customer?
#4
Jim Klein
Re: How deep should you delve into buying motives?
I agree with Skip, with an addition.
Don't stop peeling until you get a resounding yes to these three questions:
1. Is there a real problem begging for a solution?
2. Is there a commitment to change things and move forward?
3. Are they willing to invest in a solution?
__________________ Jim Klein - The "Sales Advisor" Helping salespeople worldwide achieve mastery, come "from the heart" and positively impact lives with perfect solutions. http://www.fromtheheartsalestraining.com
#5
TonyB
Re: How deep should you delve into buying motives?
Quote:
Originally Posted by Iceman
How far back should the onion be peeled?
Personal buying motives (personal 'wins') may take more peeling back than a salesperson is capable of, or is practical. That is, while there may be an obvious corporate motive, it may be very difficult to determine 'what's in it' for an individual buyer in a corporate sale.
Re: How deep should you delve into buying motives?
Quote:
Originally Posted by TonyB
Personal buying motives (personal 'wins') may take more peeling back than a salesperson is capable of, or is practical. That is, while there may be an obvious corporate motive, it may be very difficult to determine 'what's in it' for an individual buyer in a corporate sale.
What level would be practical? What could you appeal to if not a personal motive?
