Why Do Customers Act As They Do

To sell someone you have to know what prompts them to act and how they think.

Unless you shape your sales ability to meet the buyers viewpoint, you are not going to make the sale. You must sell the person on the benefits of listening to you. Convince the prospect that you are not there to only sell them but to help them satisfy a need ---- be of service to them.

Once you gain a persons confidence his judgement will come next. Once you give a person something that is of value to their business you peak their interest.

Each of us, customers included, possess motives which prompt us to buy. These buying motives which i am going to discuss do not necessarily come from our logical side but from our emotional side.

1- Following The Leader - These business people like to model their buying patterns after leaders in their industry. They tend to go with proven results that put them in the realm of the top echelon in their field.
2- Convenience - Many people like to do their work with the least amount of effort. Do not confuse this with being slipshod or lazy we are talking effort. Saving mental effort has strong appeal. How many times do you hear or use the word convenience. It is a strong emotional motive.
3- Being Noticed - What you offer in a product or service that is better than what is presently being done may help catapult your customer to being noticed in the company or better still being promoted.
4- Being Current - Showing how your product or service will put your customer in step with the latest technology in the field relaxes them and they consider themselves up to date.
5- Relaxation - Point out how having what your presenting will lead to more free time for the decision maker to relax. Make sure you present it as not more time to do nothing but more time to relax and distance themselves from pressure.

Not everything in life or sales is done logically or based on what is proven or known to be fact. This is an attempt to make you aware of the fact that just because something is right or logical a customer does not have to choose that path. We all have emotions and emotions enter into decision making in sales.

Thank You

Joe D'Ambra

http://www.basicsofsales.com

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Why Do Customers Act As They Do