Why people buy and why they don’t

…And what you can do about it.

Have you ever wondered why some sales are easy and others take ages or never convert?
Of course you have! It’s all down to desire or lack of it!

Grabbing attention and building desire is a fundamental part of the sales process.
Buyers buy when they see a direct link between a need, goal or problem they have and your product or service AND they will only buy from YOU if they feel confident that you are better than your competitors.

When you fail to grab attention and build desire there is unlikely to be a sale. The more needs you meet and problems you solve, the greater the desire will be and a sale is inevitable.

The first stage of buying is WHAT?
The buyer asks ‘What problem or need do I have and what is the answer?

The second stage of buying is WHO from?
The buyer asks ‘Who is the most attractive supplier?

In order to feel confident to buy the following criteria needs to be met:

They like and trust your company
They like and trust your product
They like and trust your sales people

Knowing you are the best option is not enough. You need to be able to get that message across to your customers.

Activity – Ask yourself these questions:

  1. How can I increase the appeal of my company, product and salespeople?
  2. What needs, goals and problems does my product/service solve?
  3. What sets me apart from my competitors?
  4. How can I use this information to attract new customers?

Happy selling, Dawn