How about a provocative question to start the week? Yet, it is a great question to ask of sales people.
Do You Really Know How People Decide to Buy?
I know you will answer with many of the same answers I have used during the years of b2b selling. Here are many of the typical responses to this question…
- It was the logical thing to do
- It was based upon the hot button
- It solved their problem
- It had real value add
- It was the low cost solution
- It was the safe choice
Okay, once again, focus upon the real question – How Decisions are Made – rather than what you sold them.
Now if you are like most people (and I was included in this group until a few years ago), assumptions were made based upon our experience in selling, what sales trainers had told us and other externally driven answers. However, precious little thought time was devoted to learning how the decisions are made.