Questioning Techniques to Identify Buyers' Needs & Motivations


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A potential buyer comes into your cell phone store and says he is looking for a new phone that does not require a contract. Which of the following questions would you ask to determine whether money is a motivator?

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1. One customer wants to have all the latest gadgets to show off to his friends. Which of the following motivators is he using to make his purchasing decisions?

2. After asking questions to find out the needs of your customer, what do you need to do?

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About This Quiz & Worksheet

If a customer is planning a cruise and wants to have a lot of fun, what is the person's motivator? Completing this quiz and worksheet will verify your ability to answer this question and others concerning buyers' needs and motivations.

Quiz & Worksheet Goals

You'll be tested on the following:

  • How to determine if money is a motivator
  • A type of motivator associated with wanting the latest gadget
  • What to do after asking questions concerning customer needs
  • What to highlight about a product based on the buyer's motivation

Skills Practiced

  • Knowledge application - use your knowledge to answer questions about identifying buyers' needs and motivations
  • Interpreting information - verify that you can read information about determining if money is a motivator and interpret it correctly
  • Information recall - access the knowledge you've gained regarding what to do after asking questions to determine a customer's needs

Additional Learning

Dig even further into this topic by reviewing the lesson titled Questioning Techniques to Identify Buyers' Needs & Motivations. Here's the type of information you'll find in this lesson:

  • Five essential motives that drive buying choices
  • Various questions that can be asked to identify motives
  • An example of how a salesperson can encourage a purchase