How Buyers Make Decisions (Part 5)

Guest post by: Laura Posey
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Is Your Job Title Holding You Back? - By Laura Posey

For the last few weeks, we’ve talked about how achievement, recognition, and affiliation-motivated buyers make decisions. That was the easy part.

This week we’ll explore how control-motivated people decide what to buy. Read carefully - these are the tough ones.

Control-motivated people like to be in charge, to determine their course of action and to have power over other people or situations. Control-motivated buyers like to be the authority figure, the keeper of rewards and penalties or have some domain over which they have ultimate decision-making power. They are often the chair of committees, the president of organizations or the leader of a team. They seek positions of power and tend to see things in black and white or right and wrong.

Control-Motivated People Enjoy:

• Directing and managing others

• Implementing change

• Providing their insights and guidance

• Controlling the work pace

That means they like to control the sales process. They like to decide when to see you, how much time you get and where the interaction will take place. They hate to be told what to do, so giving them advice can be difficult. And, by the way, control-motivated people are in most of the decision-making positions in companies.

So what is a salesperson supposed to do when the buyer wants to call all the shots?

Ask questions.

Control-motivated people like to talk and share their ideas. By asking them questions, you allow them to talk through the situation and advise themselves. They like to implement change so ask them questions about the current state of things and how they would like them to be different. Ask them what ideas they have for changing the status quo. You might even ask them if the products or services you sell could be implemented to facilitate that change.

If you give them enough time and ask them good, insightful questions, you’ll find control-motivated people will buy from you in droves. If you take a traditional sales tack of telling them what to buy, you’ll soon find yourself on the wrong side of the office door.

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Is Your Job Title Holding You Back? - By Laura Posey

About the Author: Laura Posey

RSS for Laura's articles - Visit Laura's website
Laura Posey (laura@dancingelephants.net) brings much passion to her work as Vice President and Co-Founder of Dancing Elephants Achievement Group. She is a "firecracker" who likes to create and get things done. Over the years, she has received numerous awards and recognition for her sales and management contributions to different organizations. Laura's expertise in sales led her to start four successful businesses. She now translates that sales know-how into a language entrepreneurs can understand and implement. She helps them sell more themselves as well as build sales teams that work. Laura is the co-author of Six Secrets of Sales Magnets. In this book, she discloses the differences between average, good, and great salespeople and shows readers how to become part of the top 5% in their field.

Click here to visit Laura's website.

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How Buyers Make Decisions (Part 5)

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