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SME# 10 Consultation - Confirming Their DBM

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How do we summarise what we have learned in Consultation and confirm that we understand what is most important to cover in the vehicle experience?  

Learning Objectives:
Participants understand what the most common customer Dominant Buying Motivations are.
Participants learn how to take what we have learned in understanding the individual customer and confirm we understand their DBM.

Opening
Suggest to the group: “when we ask a lot of good questions in Consultation, we come away with what really matters to the customer. We need to be on the lookout for patterns in their answers that help us discover their dominant buying motivation(s) - DBMs. We can’t very well adapt the Presentation steps to the specific customer if we don’t know what matters to them.”


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