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BUYER BEHAVIOUR MODEL WORKSHEET |
| Name of Prospect or Client |
| TRIGGER - What events make this prospect aware of a problem you could solve? What would prompt them the think of you? |
| NEED - What are the primary needs or business problems your products and services could solve? |
| MOTIVATION - What are the primary motives for satisfying the need and what will happen if they do nothing or defer? |
| SOLUTION - What are the possible or ideal solutions to this need? Where would the prospect look for solutions and why? What negative attitudes towards you, your product or your company need to be overcome? What positive attitudes work for you? |
| ACTION - What are the main obstacles to buying? How uncomfortable is this decision and what are the risks? Why not delay? |
| SATISFACTION/DISSATISFACTION - What are the prospects most important expectations of both supplier and product? What action would impress? |