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22 Apr 2014

The Only Motivating Reason for People to Buy

What motivate people to buy?  Why is it that some salespeople seem to have no challenge in selling, while others cannot even get people to part with one dollar?  

People are motivated by a 'What's In It For Me?" attitude.  If you want your prospects to buy your products or service, you must give them the 'It" or good reason to buy.  

We know that people don't buy just for the sake of buying.  People make decisions based on the vested interest of the outcome of the decision.  The challenge of every salesperson is to learn the interest or motive pattern of the prospect - know that motivates them to say yes.  If the salesperson focuses on the motives behind their desire to purchase, and supply an incentive to that motive, he will fulfil their desire and get the sale.  It's that simple.  

What then are the underlying motives for people to buy?  There are 11 emotional reasons in order of importance: They are all to feel:
  1. Good
  2. Powerful
  3. Liked
  4. Loved
  5. Useful
  6. Energized
  7. Free
  8. Appreciated and Validated
  9. Peaceful
  10. Healthy
  11. Like a Hero!
The above are the feelings that drive the sale.  But we know that all decisions must be supported by logic, and the 7 logical reasons for people to buy are to:
  1. Save Money
  2. Save Time
  3. Reduce Trouble
  4. Make More Money
  5. Be Efficient
  6. Be Effective
  7. Have an Edge Over Others
By Andy Ng, the next How to Close Every Sale seminar is on Friday 5 June 2014 9 am to 12.30 pm.  If you prefer more in-depth coverage with over 328 strategies, come for Sales Power on 3 June 2014 Wed. 9 am to 5 pm. Early birds that register by 19 May 2014 will get 1 seat free for every 2 seats registered.  Click here for full course schedule or text to us at 8201-4347.  Related sales articles:

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