Sales Cycle: Why Buyers Buy

Module Objectives:

Identify the 27 reasons why buyers buy and learn to predict them in your accounts.
Explore how to avoid Killer Assumptions about your customers.
Understand buyer motives to develop strategies for closing more deals at higher margins.

Field Work:

Create profiles for all three accounts including:
- why you are trying to penetrate
- their current spend in your category
- their current spend with your company vs. the competition
- market share target for your company.
Evaluate the importance you believe your customer assigns to each of the 27 buyer reasons.
Ask your customer contacts this week about the criteria on this list, to find out which are most important to them.