What Motivates You To Buy?
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".