Why People Buy
Why People Buy
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?
Why People Buy - To learn more about this author, visit Colly Graham's Website.
Like this article? Share it with your friends
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?
Why People Buy - To learn more about this author, visit Colly Graham's Website.
Like this article? Share it with your friends
 | |
 |
No article feedback found. |
| |
Leave Your Feedback |
 | |
| |||
Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
|||
Jeff FosterWebBizIdeas.com is a Minneapolis website design company founded to help people start an internet business by providing them with website, business, and internet resources that help foster the growth of successful online businesses and develop innovative Internet business ideas. We specialize in internet consulting & internet marketing. - Visit Jeff Foster's Website |
|||
John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
|||
Stephanie RobeyStephanie Robey is President and CoFounder of Pivot Positive, LLC - an Internet marketing business focused on helping people start work at home ventures. Previously, she was employed at The Search Agency with over 20 years experience in graphic design and 10 years experience in online marketing. She was responsible for launching the Conversion Path Optimization (CPO) unit where she and her team have conducted hundreds of optimization tests for online companies across multiple verticals. She is a successful entrepreneur having started and sold 2 companies and remains on the board of directors of the third, PhotoSpin.com Stephanie began her career in the direct marketing realm creating and producing direct mail for many of the major cable television companies and directly attributes her understanding of Internet marketing to those early offline experiences. Stephanie is a graduate of San Diego State University with a BFA in Graphic Arts and also holds an Executive MBA from the Graziadio School of Business and Management at Pepperdine University. Read Steph's Blog Meet Steph and Dave Sign up for our Free 7-Day BootCamp: Self Employed & Rich - Visit Stephanie Robey's Website |
|||
|
To learn more about the Evan Elite Author Program please contact us. | |||
 | |
|  |
Subscribe to Colly's articles
 | |
|
|  |
 |
|
Colly Graham Video - Colly Graham discusses Creating Customers on the Telephone -The importance of the telephone in selling is now well documented. This training DVD focuses on getting in front of more prospects by teaching the skill of telephone appointment setting. The workshop demonstrates the connection between daily activities, the sales cycle, and the number of sales necessary for a consistent flow of qualified appointments. Based on practical skills that get results fill your diary with qualified appointments.
|
|
|
 | |||||||
|
 | ||
 |
||
|
||
|
||
|
| ||
 |
| Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details. |
|
|
 |
| Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media |
|
|
 |
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"
Click Here To Learn More |
|
|
|
|
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
|
|
|
 Profitable Blog Guide Capture More Clients Universal Search 100 Success Tips Explode Expo Results |
|
 | ||
 |
Top 50 HR Blogs 2009
Top 50 HR Blogs 2009 | |
 |
Top 50 SEO Posts - 2008
Top SEO Posts of the Year | |
| ||
 | ||||
| ||||
|
| ||||
| ||||
|
|
|
|
|
||||||||||||
|
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 and Sean Combs!
|
|
|
| ||||||||||||
| ||||||||||||
|
|
||||||||||||