One key to developing buying motives.

Listen for volunteered comments by the prospect that will help you identify if the buying motive is time, money or peace of mind.

The prospect says: "I often wish I had more time to get my job accomplished in a normal work day, instead of skipping lunch and working late." Perhaps the reason the prospect is skipping lunch and working late is because his or her technology isn't the state-of-the-art product you represent. Listen for volunteered comments and ask for clarification on unclear statements. Ask additional questions