Old Police Saying

"if you can find out how somebody lived, you'll find out how they died"

I learn this is an old saying among detectives. Discovered when catching a recent British true crime documentary in my mother's company. Each case study proved the maxim. One investigator called it victimology.

In a mercifully less criminal setting, I couldn't help but think on our angle.

'if you can find out how someone works, you'll find out how they buy'

Their daily routine. The way they headed. The issues they've overcome. Anything they tackling now. Approach to deadlines and timescales. Who they work closely with and how, up- and down-stream.

There's a further element to this.

Part of working includes previous purchasing.

In the late 90s I got into the habit of asking business owners on this.

Not by the in-yer-face way of 'what was the last thing you bought, and why'. But that was the underlying intent.

Instead there's a more natural flow into this. From a recently and not necessarily adjacent business or personal purchase.

Back then, there was often a new piece of software installed. You might also see fresh hardware around. Not just with computers, but machinery or fixtures 'n fittings too. The number of times I uncovered a difference in philosophy between workplace and home buying decisions it became a guiding norm.

As typified most by that walk out to the car park and the frequent tell from when they rushed to talk about their own car. But I also recall long and detailed tenders issued for say, replacement office furniture, only to ultimately order the cheapest, when they'd just impulsively gone out and bought themselves and their road warriors the swankiest new phone.

When you have a handle on the why and the how something was bought you likely already ahead of any competing interest. Align with the successful ones, avoid wherever they don't want repetition. Then you are mapping onto how they will do business with you.

Are you asking about previous purchases, or only about pain and budget? If it’s the latter, you’re probably guessing at the real buying process.