Fundamentals of Selling 13th Edition by Charles Futrell

Exercise 9

While you do not have to be a psychologist or understand exactly how the buyer's mind works, you do need to uncover the buyer's motives.
a. What techniques can be used to uncover the buyer's motives
b. The prospect's intention to buy can be influenced by several things. What information does the salesperson need to obtain concerning the prospect's buying intentions before developing a sales presentation