Understanding Buying Motives
R750.00
Learning Objectives
Understand buying motives in general and the 7 categories of buying motives in particular. Realise the differences between personal and corporate buying motives.
Know about buying triggers and be able to identify these as they relate to your own sales efforts.
Be able to identify the benefits of your company and its products, and of yourself to your customers and potential customers.
Estimated length, including assessments and exercises 1 hour
Description
How they benefit is what counts! Module 7 teaches sales professionals how to understand the disciplines for selling to logic and emotion, individuals and corporations, using motives, features, benefits, and accentuating these benefits to find the factors that trigger a “buy”. Participants will become very clear on what benefits are derived from the features of their products and services and from dealing with clients and their companies. Actual lists and tools for identifying tactics will be developed by each person within the exercises to sharpen the awareness and effectiveness of understanding buying motives and triggering a buy.
