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Dominant Buying Motives
Appearance
Performance
Economical
Security/Safety
Trial Closes
Commitment
Commitment in the greeting
Commitment in the close
Price
Price in the greeting
Price in the close
Time Delay
Waiting ... (vague)
Need to talk to spouse/partner
Send me the contract
Miscellaneous
Universal
Demo Scheduling
Already Using Smart Moving
Not Interested
Your Software is too Expensive
We are already using another software
Hello. How can we help you?
Dominant Buying Motives
Choose which DBM you believe your buyer falls under and discuss the features, advantages and benefits listed below it in your presentation.
Trial Closes
Commitment
Commitment rebuttals
Price
Price rebuttals
Time Delay
Time delay rebuttals (waiting, talk to spouse, send contract, etc.)
Miscellaneous