|
|
Like this article? PLEASE +1 it! |  |
|
Why People Buy
Written by: Colly GrahamArticle Overview: People buy what a product or service will do for them , what they will gain, the benefits, not products. So we need to answer to the all-important question: “What’s in it for me?
 |
Free Download - Solution Based Selling - Become a Doctor and Do a House Call By Colly Graham |
Why People Buy
A benefit is what the customer can expect to gain when he buys your product. The gain refers to the expectations that will be satisfied by the benefits your product offers – the psychological factors that come into play to prompt the customer to make a buying decision.
The word benefit comes from two French words; bein or bon meaning well or good, and fit from faire or fait meaning to do or to make, so a benefit is what your product or service does that will fit well or do a good job for your prospect, in other words how well will your product/service fit your prospects needs.
Once you have identified the buying motives at work, you will know which of the product’s benefits you will need to stress in your sales call.
The second step in your sales-call strategy is to analyze the customer’s needs and desires. Needs are the “must-haves” Your job is to find out by careful questioning which things the customer must have to be able to do his job correctly. In addition the “must haves” there is the “would like to haves” these are the extras that can get you the sales against the competition. These are the benefits that might not have occurred to the customer.
Every buying decision then whether to satisfy a must have or a like to have is motivated by something. So you need to discover the buying medication. These can be:
Financial Gain
Avoid Financial Loss
Convenience
Save Time
Be More Efficient
Acceptance and Respect
List the Reasons why customers would buy your products.
Buying the Benefits –
Another way to view the benefit of the product is to see how the product solves a problem the customer may have, and the customer will make a gain or avoid a loss.
The need is the perceived value in the prospects eyes so you need to present the benefits of your products that will match the perceived values of your customers, how can you find the perceived value, by asking questions, features support the benefits.
On the sales call we build value on the benefits of the product. On the appointment making call we build benefits on your company.
What benefits are to be gained by doing business with you?
Article Tags: benefit, buying motives, convenience, desires, financial gain, french words, good job, medication, prospects, psychological factors, respect list
|
About the Author: Colly Graham RSS for Colly's articles - Visit Colly's website  Click here to visit Colly's website   The Art of Communication The Sales Managers Coaching Model at Work Sales Training Buyer or Seller You Need to Learn to Negotiate Sahrpen Your Sales Skills Selling in a Recession Objections Common Responses |
Related Forum Posts
Re: Kevin's Case Study #3 - Promoting something you can't try
- I agree with ltrahan. People generally have to see it to believe it these days. I know I would want to.
Re: How can I use this forum to market my company?
- Indeed this forum is a great place for your business promotion. People are looking into it seriously and i have been getting a lot of positive response.
Re: new at this and need to get moving
- Hi Glenn,
This is a good place to come for ideas. People are very open and willing to share. What is the product you sell?
Re: Five Personality Traits of Successful Business Owners
- 1. Focus
2. Ability to Adapt
3. Hard Work
4. Good planning
5. People Skills
Re: Traffic! How do you get it?
- Give away plenty of free valuable stuff. People will be grateful of your gift and
will stick around to see what else you have to offer.
Share this article with your friends. Fund someone's dream.
Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
by: 
MLM Businesses: What Is The Deciding Factor In Your Success In MLM
The Office Bully
Important "Lessons Learned” For Leaders, According To Your Strategic Thinking Business Coach
Direct Sales Business Pursuit of Abundance
Never Give Up! The Power of Determination 
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Severance and Separation Agreements
How to develop the best lateral thinking skills
Avoid Burnout: Do the Limbo Regularly
Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.