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How Buyers Make Decisions (Part 2)
Written by: Laura PoseyArticle Overview: In last week’s article, we discussed the importance of emotions in the buying decision. Remember, in order to make a sale you have to satisfy the buyer’s emotions. So, what kind of emotions do buyers have? That is, what are the ways in which you can emotionally satisfy them? In order to answer that question, you must understand human motivation.
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How Buyers Make Decisions (Part 2)
n last week’s article, we discussed the importance of emotions in
the buying decision. Remember, in order to make a sale you have to
satisfy the buyer’s emotions.
So, what kind of emotions do buyers have? That is, what are the ways
in which you can emotionally satisfy them? In order to answer that
question, you must understand human motivation.
Human beings have five basic motivations. They are:
Human beings have five basic motivations. They are:
o Achievement
o Recognition
o Control
o Affiliation
o Altruism
We’ll discuss each of these in depth in the coming weeks. For this week, let’s look at achievement motivation.
Achievement-motivation is the desire to improve simply for the sake
of improvement. It creates a strong fundamental desire to be bigger,
better, stronger, higher or faster. Achievement-motivated people like
to set new goals and reach them just because of the sense of
accomplishment they get. They are challenged by obstacles and will set
out to eliminate them.
Your prospect is an achievement-motivated person if they like to see
if they can run each race faster than the last or they can top their
sales goals from month to month. Your prospect is competitive and
enjoys winning, but often choose simply to compete against himself.
Achievement-motivated people like to measure things and do better with
each successive measurement. For them, goal achievement is motivational
because it helps them understand themselves better as they push through
new barriers and reach new horizons.
Achievement-Motivated People Enjoy:
• Setting the pace and determining the best approach
• Learning new material and improving skills
• Working on challenging assignments and tasks that require efficiency
• Having clearly defined expectations, goals and objectives
• Receiving feedback on performance
Many CEO’s and entrepreneurs are achievement-motivated as are most serious part-time athletes.
In order for achievement-motivated buyers to purchase from you, you
must help them understand how they can achieve their goals or improve
their situation by using your product or service. You have to appeal to
their desire for measurable results and progress. If you fail to do
that, you are guaranteed to lose the sale.
In the next article, we’ll review the recognition-motivated buyer and how to sell to them.
The Nine Types of Art Buyers
12 Dirty Little Secrets: Why Buyers Don\\\'t Buy
How Buyers Make Decisions (Part 4)
Facilitating Buying Decisions: a definition
Business Brokers - How to Deal With Them As a Buyer?
Article Tags: marketing, motivation, sales, sales tips, small business
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Related Forum Posts
Re: Quote of the Day - "The only people witho
- Thanks for sharing this Evan, there are some very powerful quotes in there, I particularly like this one:-
You are now at a crossroads. This is your opportunity to make the most important decision you will ever make. Forget your past. Who are you now? Who have you decided you really are now? Don't think about who you have been. Who are you now? Who have you decided to become? Make this decision consciously. Make it carefully. Make it powerfully.
regards,
Mal.
Re: Books for the Entrepreneur
- I like "A Whole New Mind" by Daniel Pink, and "Predictably Irrational: The Hidden Forces that Shape our Decisions" by Dan Ariely.
Re: Are You Complying with the FTC?
- A lot online marketers will run to Cyprus and other Islands to do their businesses. FTC rule or no rule the Internet is a global thing and still a wild wild west. Buyers should be careful and do due diligent before buying anything online
Patent information
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