Selling !

I focus 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.”
Two big questions: 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.
Big answer: Ask previous customers. Ask them why they bought. Yes, it’s that simple. But, 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.)