Three Buying Modes

There are three buying modes according to Victor Antonio: 1 - When the potential buyer is not using a product at all and has never used one. Let's say, you want to sell CRM. The potential buyer has never heard of CRM or never used one. 2 - When the potential buyer is using something like your product or DIY product. So in this buying mode, a potential seller might be using spreadsheet or a half-balked CRM that they developed on their own. 3 - When the potential buyer is using one of your competitor's product. For each type, the presentations would be different. To convince first type of buyer, you would have to tell them what's a CRM why it is efficient and useful. For second type, you have to let them know how yours is better than their HALF-BAKED CRM tool and what they could be missing by not using you CRM and by using non-specialized tool. For the last type, you have to compare your product with your competitor's product. Project how is yours better than the product of your competitor. There would be different factors, you'll have to compare.
Listen to episode here:
http://salesinfluence.libsyn.com/podcast/213-three-buying-modes