Understanding why people buy
Key Learning Outcomes
- Understand what motivates your customers and the impact of these motivators on repeat and referral business.
- Learn about the key motivational drivers: need, greed, fear, pleasure, vanity, status and impulse.
- Recognise that your customers may be motivated by a number of factors, so care should be taken to find the perfect solution for their needs.
- Be aware that integrity and transparency are important qualities in a salesperson, for example, when advising customers that your products do not meet their requirements.
Motivation is what drives our potential customers to buy or product or service. Increasing our ability to understand what motivates potential customers will lead to higher sales and conversion rates. Understanding buyer motivation can also affect the rate of repeat and referral business we generate. If you can satisfactorily satisfy the customer’s need or desire they are likely to come back or refer your business. On the other hand if you don’t then they are likely to start looking elsewhere for someone who can.Would you like to see the whole article?
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