Buying Requirements
These are specific factors that influence a buying decision
Buying requirements
These people authorize the final purchase
Decision makers
Identifying buyer problems helps uncover this
Buying motives
You pitch pricing to someone who can’t approve budgets. They are a(n)....
Influencer
Buying requirements tell salespeople how to do this with their product
Position the product
These people have a say in the final purchase
Influencers
Buyer problems usually relate to cost, efficiency, risk, or this
Performance
A buyer is worried about risk and failure. What motive dominates?
Risk reduction/fear of loss
Understanding buying requirements helps a salesperson do this more effectively
Align with buyer needs/close the sale
If you can’t meet all decision makers, you should find this person
An internal advocate
A salesperson should uncover buyer problems by doing this
Asking questions/discovery
You tailor your pitch to different people in the firm. Why?
Different roles have different motives