Decisions to buy are influenced by certain business motives. These motives can be special, personal, unusual or commonplace in nature. In your everyday connection with your accounts be aware of these factors and recognize the opportunities they present.
Profits
Even before you find out anything about a company; understand this. The strongest appeal to any businessman is profits. Businesses are interested in reducing expenses and getting more information to help increase it's profits. This is the primary appeal to use regarding any company until you find a stronger one to replace it.
Internal Situations
Decisions to buy can be influenced by internal situations. If a firm was cutting back it's purchases because of certain internal circumstances that have now changed, this change in circumstances can prompt a decision to buy.
Meeting Competition
This can be a valid decision to buy. A firm must keep up with competition or it will surely pay for it in the future. If you know your customers and their stance regarding competition, any change can prompt a reason to buy.
Anticipation
Invariably after a downturn in an economic cycle is experienced, the next logical course is to wait for, and recognize the upturn . When it occurs it will prompt a firms' decision to buy.
Savings
A decision to buy to improve certain areas of the company can yield large dividends in the future. The savings the company would realize as a result of this action could conceivably lead to a decision to buy.
Meeting Demand
Perhaps a company is unable to meet the demand for it's product due to an upswing in certain factors. The demand resulting from this upswing may prompt a decision to buy.
Becoming Numero Uno
When a company decides to become the industry leader in it's field this can prompt a decision to buy.
Knowing your customer's and their competition can help you find out what prompts a company's decision to buy along with using a little gray matter. Buying decisions are often revealed after the fact. The customer calls and says “come over and bring some samples of, or let's discuss your...”. Problem is that that call is going out to much of your competition also.
Observing your customers when you are at their place of business, asking questions, making small talk with personnel and cultivating relationships, can give you a heads up on a company's future decision to buy.
Once in awhile it pays to figure something out for yourself and get a jump on competition.
Thank you
Joe D'Ambra
www.basicsofsales.com
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