The reasons behind the sale
Why do people buy what they buy and why do they buy
at a particular time? There are motives that either
singularly or together cause the prospect to buy your
service or product.
You must keep in mind that people buy for their...
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The reasons behind the sale
Why do people buy what they buy and why do they buy
at a particular time? There are motives that either
singularly or together cause the prospect to buy your
service or product.
You must keep in mind that people buy for their
own reasons, not because of your or your
company s reasons.
Their reasons may not be
reasonable, intelligent or even practical, but they are their
reasons.
It s important to understand the rationale behind
each one, as you are likely to encounter them in the
course of the sale.
People have six motives for buying any product or
service: desire for gain; fear of loss; comfort and
convenience; security and protection; pride of
ownership; and satisfaction of emotion.
These six buying motives are not presented in any special
order.
No one is more important than another, but at least one of these
motives - and often more than one - applies to every purchase, every time.
1.
Desire for gain
This is a relatively simple one.
A prospect p
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