What Motivates You To Buy?

 


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Think about your last major purchase. How did the internal buying process start? Something motivated and/or triggered your “interest, want, or need”. What was that?

Was it a quick decision? If so, what prompted you to move forward so quickly? Was it a long decision? If so, what stopped you from moving forward initially?

The world “revolves” around Buying and Selling

Most people make buying decisions on Beliefs and Promises.

  • What will this purchase help me accomplish?
  • How will it help me look?
  • How will it make me feel?
  • How will others see me?

Common Major Purchases:

  • Home
  • Car
  • Truck
  • Business
  • “Once in a Lifetime Vacation”
  • College Education
  • Wedding
  • Household Furniture
  • Home Remodeling

A number of these purchases are “need” based but you don’t need a $500,000. Home; a $50,000. Vehicle; or a $20,000. Vacation – or do you? The better question is “Why”.

Common Buying Triggers:

  • Fear
  • Ego
  • Status
  • Safety
  • Comfort
  • Excitement/Fun
  • Pride
  • Greed
  • Desire
  • Insecurity

These emotions are based around “Beliefs” or “Promises”:

  • What will this purchase help me accomplish?
  • How will it make me look?
  • How will it make me feel?
  • How will others see me?

Why is this important ?? You are the Buyer and the Seller. Sell from the BUYER'S perspective and you have the Promise of more sales.

What was important to YOU in the BUYING process?

  • Affordability – not to be confused with “I don’t have the money to buy this” but rather “I don’t see the value, therefore I can’t seem to find the money to afford it”.
  • Variety. One size does not fit all.
  • Timing. Is there ever a better time than NOW?
  • Credibility. How could you know for sure?

Years of experience have proven that regardless of age, sex, or ethnicity, WE will continue to make buying decisions for different reasons but remain motivated by Beliefs or Promises.

Master this and you’re on your way to unraveling the Simple yet Complex world of “Selling”.

Teri Samuels, CEO - United Sales Training (http://www.unitedsalestraining.com ), 20 years as a Professional Sales and Marketing Troubleshooter, Trainer, Recruiter, Upper Level Manager, and Consulting Professional. Dedicated to the “keep it simple" approach.

To receive 1 free mini-consultation via email: tsamuels@unitedsalestraining.com

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