{"id":3958,"date":"2011-02-02T13:51:08","date_gmt":"2011-02-02T13:51:08","guid":{"rendered":"http:\/\/www.questionpro.com\/?p=3958"},"modified":"2023-08-07T11:06:36","modified_gmt":"2023-08-07T11:06:36","slug":"using-recurring-surveys-to-identify-buying-triggers","status":"publish","type":"post","link":"https:\/\/www.questionpro.com\/blog\/using-recurring-surveys-to-identify-buying-triggers\/","title":{"rendered":"Using Recurring Surveys to Identify Buying Triggers"},"content":{"rendered":"

\"image\"Ever wish you had ESP — yes, I’m talking about Extra Sensory Perception; the ability to see into the future, to know what people were thinking?<\/p>\n

Well, you may NOT want to know what SOME people are thinking – but I’ll bet you want to know what your prospects are thinking. \u00a0I’ll bet you’d want to know when they were ready to buy what you’re selling. \u00a0Don’t laugh – it’s actually possible to get to that information — with a survey.<\/p>\n

Analyze Your Successes<\/strong><\/p>\n

Did you know that most people focus on fixing a problem instead of focusing on their strengths? \u00a0This is especially true in sales. \u00a0Traditional sales management practice focuses on analyzing the details out of your failures and trying to not repeat them — instead of analyzing the details out of your successes and trying to REPEAT them. \u00a0Believe it or not — the results are very different.<\/p>\n

The Prospect’s Buying Cycle<\/strong><\/p>\n

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  1. “It’s fine — really”. \u00a0People would prefer to do nothing. \u00a0If everything is working at least somewhat as expected – they will not change. \u00a0In fact the pain of change and going through the process of change usually isn’t perceived as having any value.<\/li>\n
  2. “I gotta look for something better. ” \u00a0At some point the status quo isn’t really good enough. \u00a0Your prospect’s radar is now up and they start noticing other people with better solutions, they start asking about what others are doing, they start searching the internet for some options. \u00a0They are learning and weeding out their choices. \u00a0This is the sweet spot of being at the top of their list. \u00a0Get their attention here and the sale is 90% YOURS.<\/li>\n
  3. “Which one should I pick?” \u00a0At this stage of the game, they’ve got it down to about 3 solutions that are basically good enough. \u00a0Now price and\u00a0finickiness\u00a0take over. \u00a0 It’s a bitch to get chosen at this stage.<\/li>\n<\/ol>\n

    LEARN ABOUT:<\/em><\/strong> Perceived Value<\/a><\/p>\n

    How to Use a Survey to Be There at The Right Time<\/strong><\/p>\n

    Analyze your customers’ world:<\/strong>If you just take a moment to analyze all your successful sales you’re likely to find a common denominator. \u00a0This will be a sort of “leading indicator” that will raise the flag on when they are ready to purchase. \u00a0Here are some common indicators that people are ready to change:<\/span><\/p>\n