The Psychology of Selling: Why people buy, what people buy... > > Buying Motive An aroused need that stimulates behavior intended to satisfy that need.. All buying behaviors must
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Develop a customer strategy
» Understand buyer behavior
» Discover customer needs
» Develop prospect base
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Buyer Resolution Theory
Five buying decisions:
© Why should | buy’?
© What should | buy?
® Where should | buy?
® What is a fair price?
® When should | buy?
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Buying Motive
An aroused need that stimulates behavior
intended to satisfy that need
All buying behaviors must be based on the needs, but the needs that are promoted by effective culimuti (Buying Motive), will
become buying action