Buying Motives

There are only a few true root buying motives. Take time to determine your customer’s.

“We got the order, we’ll take it” is a wonderful feeling, but it can be short-lived.  Positive surprises are always welcome, just as negative surprises, such as “we lost the order,” can be depressing.  When pursuing sales, it is always advantageous to understand the buying motives of all involved participants, focus on them, and help each person’s motive be fulfilled.  Understanding those motives can significantly help a company set its sales strategy and more accurately forecast the sale.