Yes, we are all in the buying cycle all the time 24 hours a day. No human being, no matter how contented they seem on the outside, is ever totally content. We all are seeking to change and improve our lives in one way or another. Even the miser who spends very little will seek a small change in their lives maybe instead of buying a cheap loaf of bread may go for bread that is a few cents more for a better taste. The one thing that holds us back from larger purchases (homes) is stepping out of our comfort zone. While the buying cycle is constantly there you will see it many smaller purchases but when it comes to a larger purchase we have to have a reason to push us out of our comfort zone.

Great input, Matt. Comfort is a powerful competitor!!!!

Yes, we are all in the buying cycle all the time 24 hours a day. No human being, no matter how contented they seem on the outside, is ever totally content. We all are seeking to change and improve our lives in one way or another. Even the miser who spends very little will seek a small change in their lives maybe instead of buying a cheap loaf of bread may go for bread that is a few cents more for a better taste. The one thing that holds us back from larger purchases (homes) is stepping out of our comfort zone. While the buying cycle is constantly there you will see it many smaller purchases but when it comes to a larger purchase we have to have a reason to push us out of our comfort zone.

Great input, Matt. Comfort is a powerful competitor!!!!

I beleive it is all in how you care to define the duration of “buying cycle”. There are usually “life events” of one sort or another that drive the need for a different form of housing (than what the buyer may currently be in). Even when there are no internal changes, e.g., marriage, new children, divorce, job location change, etc., etc.; there may be external changes over a longer time frame, e.g., character of a neighborhoood changes, traffic worsens, local business environment deteriorates, etc., etc.
My point? Internal changes can happen somewhat suddenly that prompt urgent need to change one’s housing decision. External changes can take years to manifest themselves, so to say that we’re always in the buying cycle is probably defining the actual situation a bit too broadly. It boils down to needing to find out what the REAL drivers are of the buyer’s decisions, and that comes through conducting effective discovery.

Paul – You are describing the critical difference between internal urgency and circumstantial urgency (read “Creating Urgency in a Non-Urgent Housing Market” by Jason Forrest for more on this topic). Too many salespeople are stuck on interest rates, tax credits, etc. as the only possible form of urgency. But when we understand the REAL drivers (as you properly phrase it), only then will be in sync with our customers. Most salespeople never get there.

I beleive it is all in how you care to define the duration of “buying cycle”. There are usually “life events” of one sort or another that drive the need for a different form of housing (than what the buyer may currently be in). Even when there are no internal changes, e.g., marriage, new children, divorce, job location change, etc., etc.; there may be external changes over a longer time frame, e.g., character of a neighborhoood changes, traffic worsens, local business environment deteriorates, etc., etc.
My point? Internal changes can happen somewhat suddenly that prompt urgent need to change one's housing decision. External changes can take years to manifest themselves, so to say that we're always in the buying cycle is probably defining the actual situation a bit too broadly. It boils down to needing to find out what the REAL drivers are of the buyer's decisions, and that comes through conducting effective discovery.

Paul – You are describing the critical difference between internal urgency and circumstantial urgency (read “Creating Urgency in a Non-Urgent Housing Market” by Jason Forrest for more on this topic). Too many salespeople are stuck on interest rates, tax credits, etc. as the only possible form of urgency. But when we understand the REAL drivers (as you properly phrase it), only then will be in sync with our customers. Most salespeople never get there.

Hi Jeff,
I would have to agree that we are all in a buying cycle all the time. I just got back from taking my family to see ‘How To Train Your Dragon’ in 3D IMAX. I bought tickets, popcorn, and a couple sweets.

We all buy food, water, gas, electricity, etc. everyday. I’ve got the lights on in my house right now – I’m buying this instant.

As you’re always talking about, the skill of sales is finding out WHERE that person is in the cycle. If they’re in your sales office, the chances are as good as they get.

Fresh topic. I like it.

Jim

Hi Jeff,
I would have to agree that we are all in a buying cycle all the time. I just got back from taking my family to see 'How To Train Your Dragon' in 3D IMAX. I bought tickets, popcorn, and a couple sweets.

We all buy food, water, gas, electricity, etc. everyday. I've got the lights on in my house right now – I'm buying this instant.

As you're always talking about, the skill of sales is finding out WHERE that person is in the cycle. If they're in your sales office, the chances are as good as they get.

Fresh topic. I like it.

Jim