Once the sale has been made, people stop responding emotionally and beginconcentrating on the sound, practical, rational, business reasons why the purchase wasmade. Later on most people will not even remember their emotional motives. Theysincerely believe that they bought the product or service for straightforward, logicalreasons. If you ask, they can list these logical reasons for you.People buy emotionally, then justify their decisions logically. Remember to provide your prospects with logical as well as emotional reasons why your product or service will benefit them.This was a guest post by Paul Fileman of SPSwho are a national team of proven senior
management professionals, passionate about working to help businesses achieve their next level of development and performance. Whether they are facing market changes,financial problems, people/skills issues, or are preparing a major project, they offer dedicated support from a multi-disciplined team of experts.
Seven Buying Motives That Can Help People Buy Into You
What cause people to buy into new ideas, new projects, new products, new people, andnew risks? Let me introduce the seven buying motives. These seven buying motives cancause people to buy into you...
desire for gain. Usually financial gain. We all want money to feel secure.We also like a little extra cash for play. Desire for gain is why we buy stocks, take jobs,hire employees, get an education and invest in businesses.
fear of loss. Usually financial loss. We have worked very hard for what wehave gained. We do not want to lose it. Fear of loss explains why we get guard dogs, needsafety deposit boxes and buy burglar alarms.
comfort and convenience. We all like hiring people to take out our trash.We all like spending whatever we can on those little things that make our livescomfortable and save us hassle. Comfort and convenience explains why people buymicrowave ovens, washing machines and flannel pajamas.
security and protection. Usually protection of a loved one, or a loved possession. Security and protection is why we buy life insurance even though we won't be alive to benefit. It's also why an otherwise peaceful person agrees to war. We buyanything to protect what we love.
pride of ownership. We believe that our possessions say something about us,and we want to be sure that our possessions are saying the right things. Pride of ownership is what causes someone to buy a stolen painting for a private collection, buy asweater worn by Marilyn Monroe, buy a bright shiny new Bentley, or pay a thousanddollars for a pair of shoes.