How Buyers Meet Their Needs

Download
Share  Add to  Flag Embed
Views:
 
Category: Business & Fin..
     
 
License:   All Rights Reserved

Presentation Description

This narrated presentation is a brief explanation of what buyers think about when they are considering making buying decisions. This consultative approach can be successfully dealt with by good sales personnel who are willing to: 1. Listen to the Buyer 2. Understand How their products and Serivces can be used to help buyers 3. Are willing and able to help buyers see value in doing something. http://www.visiongroupmn.com .

Comments

Presentation Transcript

Slide 1: 

Vision Group Methodologies™ www.visiongroupconsult.com By Dan Lemke , Principal Property of Vision Group - Copyright 2009 How Individual Buyers Meet Their Needs A Consultative View September 1, 2009

Slide 2: 

Property of Vision Group - Copyright 2009 2 Needs (+ or -) $ How Individual Buyers Meet Their Needs© Value -Cost of capabilities NET BENEFIT

Slide 3: 

Property of Vision Group - Copyright 2009 Needs (+ or -) Solution $ How Individual Buyers Meet Their Needs©

Slide 4: 

Property of Vision Group - Copyright 2009 4 Needs (+ or -) Causes/Reasons Solution $ How Individual Buyers Meet Their Needs© Cost today

Slide 5: 

Property of Vision Group - Copyright 2009 5 Needs (+ or -) Causes/Reasons Solution $ 1. $ 2. $ 3. $ How Individual Buyers Meet Their Needs© Cost today

Slide 6: 

Property of Vision Group - Copyright 2009 6 Needs (+ or -) Causes/Reasons Features Solution $ 1. $ 2. $ 3. $ How Individual Buyers Meet Their Needs© Cost today

Slide 7: 

Property of Vision Group - Copyright 2009 7 Needs (+ or -) Causes/Reasons Capabilities Solution $ 1. $ 2. $ 3. $ 1. $ 2. $ 3. $ How Individual Buyers Meet Their Needs© Cost today -Cost tomorrow Value

Slide 8: 

Property of Vision Group - Copyright 2009 8 Needs (+ or -) Causes/Reasons Capabilities Solution $ 1. $ 2. $ 3. $ 1. $ 2. $ 3. $ How Individual Buyers Meet Their Needs© Cost today -Cost tomorrow Value -Cost of capabilities NET BENEFIT

Slide 9: 

Property of Vision Group - Copyright 2009 9 Needs (+ or -) Causes/Reasons Company Impact Capabilities Solution $ 1. $ 2. $ 3. $ 1. $ 2. $ 3. $ How Individual Buyers Meet Their Needs© Cost today -Cost tomorrow Value -Cost of capabilities NET BENEFIT

Slide 10: 

Property of Vision Group - Copyright 2009 10 Needs (+ or -) Causes/Reasons Company Impact Capabilities Solution Vision Value $ 1. $ 2. $ 3. $ 1. $ 2. $ 3. $ How Individual Buyers Meet Their Needs© Cost today -Cost tomorrow Value -Cost of capabilities NET BENEFIT