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How deep should you delve into buying motives?

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? - by Iceman
Great question, Iceman.

My answer is:

"Peel the onion as far back as the prospect will let you" in most instances. - 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? - by Iceman
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? - by Jim Klein
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. - 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? - by Iceman
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