The Reason They Buy #dbm #dominantbuyingmotive #discovery #qualification #sales #30daychallenge

Day 16 of 30 🪟 The Window Rep Challenge: 30 Days of Sales Secrets

I ask reps why a client didn’t buy.

They tell me price. Timing. “They needed to think about it.”
Then I ask them, what was their emotional driver?

Silence. Every time.

Here’s what they’re missing. People don’t buy windows. They buy what the window means to them. That’s called the Dominant Buying Motive. The DBM. And if you don’t find it, you’re just pitching glass.

There are 3 levels of questions in discovery:

Level 1 - “What’s going on with your windows?” They say they’re getting old.

Surface level. Keep going.

Level 2 - “When you say getting old, are they looking outdated or are you noticing temp changes?”

Now they mention condensation. Possible moisture in the wall. Better. But still not there.

Level 3 - “When did you first notice the moisture?”

That’s where it changes.

They have a two year old. Been getting sick constantly. Doctors can’t explain it. They opened his bedroom window during spring cleaning and the wall underneath was soft.

They’re not buying a window. They’re protecting their son’s health.

NOW you run your presentation. Double pane glass with argon gas fill eliminates condensation. Fusion welded frames with integrated drainage stops moisture from ever reaching that wall again.

That’s not a product pitch. That’s a solution to a parent’s worst fear.

Find the DBM. Every single time.
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Видео The Reason They Buy #dbm #dominantbuyingmotive #discovery #qualification #sales #30daychallenge канала Alpha Sales Consulting With Mike Ballentine