Overbuying and Underbuying Buying Behavior 101
The Buying Process <ul><li>  </li></ul><ul><li>                               1.         Interview 4-6 Providers, Evaluate...
The Buying Process <ul><li>        </li></ul><ul><li>2.         Invite only 3 for Proposal Meeting </li></ul><ul><li>a.   ...
Buying Considerations <ul><li>  </li></ul><ul><li>  Buying Considerations that drive the over buy or under buy: </li></ul>...
Thanks! Contact Information: Shelly Searcy, Vice President Power On Technologies, Inc. Kansas City, MO 816-737-2900 www.Th...
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Buying Behavior 101

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Learn what Sales Reps don\'t want you to know.

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Buying Behavior 101

  1. 1. Overbuying and Underbuying Buying Behavior 101
  2. 2. The Buying Process <ul><li>  </li></ul><ul><li>                               1.        Interview 4-6 Providers, Evaluate Company </li></ul><ul><li>                                 a.        Go with Gut, First Impressions </li></ul><ul><li>                                 b.       Local vs. Conglomerate </li></ul><ul><li>                                 c.        Multiple Product Lines </li></ul><ul><li>                                 d.       Prepare Your Questions </li></ul><ul><li>                                 e.       Full Disclosure </li></ul><ul><li>                                                                               i.       </li></ul><ul><li>Expectations </li></ul><ul><li>                                                                              ii.       Needs & Max Budget </li></ul><ul><li>                                                                             iii.       Require Best Price Now </li></ul><ul><li>                                 f.         Direct Next Step Action </li></ul>
  3. 3. The Buying Process <ul><li>       </li></ul><ul><li>2.        Invite only 3 for Proposal Meeting </li></ul><ul><li>a.        Consider Ideas and Suggestions Prevents </li></ul><ul><li>                                                               i.       Uninformed/Emotional Decision </li></ul><ul><li>b.       Odd man out Indicators, be wary </li></ul><ul><li>                                                               i.       Price way too high/low </li></ul><ul><li>                                                             ii.       Product Discrepancies </li></ul><ul><li>                                                            iii.       Be wary of price drops, ‘specials’ </li></ul><ul><li>                                                           iv.       Don’t play the selling game, play the buying game </li></ul><ul><li>  </li></ul><ul><li>  </li></ul><ul><li>  </li></ul><ul><li>3.         Implement Decision </li></ul><ul><li>a.        Be Prepared, Organize Staff </li></ul><ul><li>b.       Hold ‘em to it’ Acquisition Plan </li></ul><ul><li>  </li></ul><ul><li>  </li></ul>
  4. 4. Buying Considerations <ul><li>  </li></ul><ul><li>  Buying Considerations that drive the over buy or under buy: </li></ul><ul><li>             o    Status Quo (we have always done it this way) </li></ul><ul><li>             o    Budget drives decisions (band-aid solutions) </li></ul><ul><li>             o    Outdated or Incorrect Usage Assumptions </li></ul><ul><li>             o    Usability (morale, productivity, value –added services) </li></ul><ul><li>             o    Expectations (maintenance, life expectancy, total cost to own) </li></ul><ul><li>             o    Omission or Misrepresentation of Needs (proper communication) </li></ul><ul><li>             o    Over buying vs. Over Spending </li></ul><ul><li>   </li></ul><ul><li>Uniformed/Emotional Decisions are usually the WORST decisions! </li></ul>
  5. 5. Thanks! Contact Information: Shelly Searcy, Vice President Power On Technologies, Inc. Kansas City, MO 816-737-2900 www.ThinkPowerOn.com [email_address] http://www.linkedin.com/in/shellysearcy @shellysearcy

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