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Understanding Buyers – How and why customers buy
Chapter 3
In-Class Exercise: I’ll Cook His Goose!
Understanding Buyers
Starts with understanding yourself,…..and being confident in what you are selling.
Knowledge Bases (from Chapter 2): Industry Company Product Price and Promotion Service Market/Customer Competitor Technology
Adaptive Selling
Adaptive selling (Chapter 1) entails: Gathering information about each customer Observing customers’ reactions during the
sales call Being able to make rapid adjustments during
the sales process/call/presentation Tailoring the sales presentation to each
customer’s social style
Understanding Social Styles
Assertiveness Competitive Rapid movers Quick decision makers Initiative takers Time sensitive
Responsiveness Friendly Talkative Approachable Less time sensitive Slower decision makers More sensitive to others’
feelings
Understanding Social Styles
Understand and know yourself and your prospect’s dominant personality type.
Social Styles Matrix
Amiable
“Show concern for me and my problems”• Supportive• Respectful• Willing• Dependable• Personable
Amiable
“Show concern for me and my problems”• Supportive• Respectful• Willing• Dependable• Personable
Expressive“I like competent, imaginative
salespeople”• Personable• Stimulating• Enthusiastic• Dramatic• Inspiring
Expressive“I like competent, imaginative
salespeople”• Personable• Stimulating• Enthusiastic• Dramatic• Inspiring
Driver“Show me bottom line results”
• Determined• Demanding• Thorough• Decisive• Efficient
Driver“Show me bottom line results”
• Determined• Demanding• Thorough• Decisive• Efficient
Analytical“What I need are practical suggestions”
• Industrious• Persistent• Serious• Vigilant• Orderly
Analytical“What I need are practical suggestions”
• Industrious• Persistent• Serious• Vigilant• Orderly
RE
SP
ON
SIV
EN
ES
S
ASSERTIVENESS
Low
High
HighLow
Appendix for Chapter 3
In-Class Exercise: What Makes Him so Successful?
Selling From TheCustomer’s Perspective Three conditions constitute a quality buying
experience:1. Customers believe that salespeople’s
assessments of their needs and expectations are good (from quality communication)
2. Customers experience fulfillment of these needs on a long-term basis due to the salesperson and the sales support team
3. When customer needs change suddenly, salespeople respond by making every effort to meet new needs
Selling to Prospects’Needs and Wants – a starting point The goal is to reach a common understanding
between buyer and seller This can only happen through the process of
disclosure – the giving and taking of information Do we share any background experiences? Are our language skills, attitudes, and beliefs
similar or dissimilar? What assumptions have we made about each
other based on stereotypes?
Uncovering Needs and Wants
Salespeople must: Determine what will motivate the prospect to
act (not necessarily a purchase) Understand the goal orientation of the
prospect Assess and adapt to the style of the prospect
Types of Buyer Needs
Situational NeedsI need a copier now because I have a major project I need to complete.
I need a copier that sorts and staples.
I need a state-of-the-art copier so I will be recognized as of the technology-savvy people in this company.
I need an extended warranty with a copier.
I need comprehensive training on how to use a copier.
Functional Needs
Social Needs
Psychological Needs
Knowledge Needs
Complex Mix of Business Buyer Needs
Buyers’Level of
Satisfaction
Psychological Attributes“Delighters”
Functional Attributes
“Must-Haves”
63%Level of Influence
On Buyers’ Satisfaction
37%Level of Influence
On Buyers’ Satisfaction
Categories of Buyers
Manufacturers
Institutions/Governments
Wholesalers, Retailers
Non-Profit Organizations
Business Markets
People (Personal Use)Consumer MarketsConsumer Markets
Distinguishing Characteristics of Business Markets
Concentrated Demand Derived Demand Higher Levels of Demand Fluctuation
Acceleration Principle Purchasing Professionals Multiple Buying Influences – Buying teams/centers Close Buyer-Seller Relationships – Ethical Dilemma,
page 81
Buying Decision Process
Recognition ofthe Need
Recognition ofthe Need
Determination of Desired Characteristics
Determination of Desired Characteristics
Description ofDesired Characteristics
Description ofDesired Characteristics
Search and Qualificationof Potential Sources
Search and Qualificationof Potential Sources
Acquisition & Analysisof Proposals
Acquisition & Analysisof Proposals
Evaluation of ProposalsSelection of Suppliers
Evaluation of ProposalsSelection of Suppliers
Selection of anOrder Routine
Selection of anOrder Routine
Performance Feedback and Evaluation
Performance Feedback and Evaluation
Characteristics of theThree Types of Buying Decisions
Straight Rebuy
Modified Rebuy
New Task
Newness of Problem or Need
Information Requirements
Information Search
Consideration of New Alternatives
Multiple Buying Influence
Financial Risks
Low
Minimal
Minimal
None
Very Small
Low
Medium
Moderate
Limited
Limited
Moderate
Moderate
High
Maximum
Extensive
Extensive
Large
High
Buying Center Members
• Initiators
• Users
• Gatekeepers
• Influencers
• Deciders
• Purchasers
The roles in the buying center work together to affect
the outcome of the purchase decision.
Individual Factors Affecting the Buying Center
Multi-Attribute Model
A procedure/tool for evaluating suppliers and products that incorporates weighted averages across desired characteristics that are important in the buying decision.
Multi-Attribute Model
Assessment of Product/Service or Supplier Performance (P)
Assessing the Relative Importance of Each Characteristic (I)
The base score
The weight
Example of the Multi-Attribute Model Process
Vinyl Fabric Nylon Velvet Fabric
CharacteristicPerformance
ScoreImportance
Weight PxIPerformance
ScoreImportance
Weight PxIComfort
5 9 45 8 9 72Durability
7 8 56 8 8 64Guarantee
7 8 56 8 8 64Price
10 6 60 1 6 6Evaluation
Score 217 152