How to Identify Buying Motives to Deliver Killer Sales Presentations
The Brooks Group
FEBRUARY 26, 2018
There are many different reasons behind why a prospect or customer makes a B2B purchasing decision. But all of those reasons typically fall under 4 basic Buying Motive categories. Why is it important for your salespeople to understand these categories? If your reps can quickly recognize the buying motives of their prospects and customers, they can tailor their sales presentations in a way that will move the buyer into action. .
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