Sales Moves  by Jeffrey Gitomer  Published: June 14,2004  I have
been focusing on buying motives. Reason? They’re a million times
more powerful than selling skills. Make that a zillion. And
here’s the best part — your competition is still “selling.”  The
big question is: How do you uncover buying motives? At the heart
of understanding and capturing buying motives is a strategy
that’s so powerful it’s almost always overlooked.  The big
answer is: Ask previous customers. Ask them why they bought.
Yes, it’s just that simple. Well, it will help if a few things
are in place. First, you have to have a relationship with the
customer you want to ask. Second, you should have a reason to
visit other than “taking.” The meeting will be much more
communicative if you are offering something of value in exchange
for his or her candor.  How do you find the real motive to buy?
The answer is not only simple, it’s been in front of your face
since you began your sales or business career. The answer lies
with your customer. If yo