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How Buyers Make Decisions (Part 4)

Written by: Laura Posey

Article Overview: Over the last few weeks we’ve been talking about what motivates buyers and how you can help them make the best decision for themselves. Doing this allows you to make the sales you want in a honest, ethical manner and ensures that your clients are so happy they come back for more and refer you.

How Buyers Make Decisions (Part 4)

Over the last few weeks we’ve been talking about what motivates buyers and how you can help them make the best decision for themselves. Doing this allows you to make the sales you want in a honest, ethical manner and ensures that your clients are so happy they come back for more and refer you.

Last week we discussed how recognition-motivated buyers make their decisions. This week we’re going to find out what motivates the largest group of buyers and how you can help them make the best decisions.

If your buyer’s core desire is to be a part of a group or be connected to other people in some way, they seek affiliation. Affiliation-motivated people want to be liked, get along well with others and want to make sure others get along together as well. They are collaborative in nature and will seek to bring harmony to interactions.

They are truly people-oriented. They identify themselves by their family ties, the organizations to which they belong and teams of which they are a member. Your buyer is an affiliation-motivated person if they tend to have long-term relationships with many people, enjoy working in a team environment and define their life by the groups in which you participate.

Affiliation-Motivated People Enjoy:

• Working in a team environment

• Building and nurturing cooperation and collaboration among others

• Developing strong relationships

If your buyer is affiliation-motivated they are seeking their personal emotional satisfaction through making others happy. That means that when they are buying from you they must understand how their decision impacts others.

For example, if you sell vacation packages, you would want to ask your buyer who else is traveling with them and ensure they understand how much their companions will enjoy the trip as well.

In a corporate setting, your buyer would want to know how the purchase of your product or service would impact the rest of his department.

Affiliation-motivated people are the largest group of buyers, so pay close attention to making sure you know how to meet their emotional desires. Just doing that one small thing will have a huge impact on your sales.

Not only that, you’ll have more fun and be a more ethical salesperson too!

In the next article, the most difficult kind of buyers.

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Article Tags: marketing, motivation, sales, sales tips, small business



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 - I'm also interested in Part 2. Thanks.
List of a few legitimate online business - Well My main methods to make money so far are adsense,affiliate marketing and freelancing and I think these are some more sites that can help me to make some more money.Your reviews are welcome: ::linkworth dot com>This site is awesome and offer lots of ways to make money. ::mturk dot com>complete simple mini task and get paid ::microworkers dot com>complete simple mini task and get paid ::shorttask dot com>complete simple mini task and get paid ::istockphoto dot com>sell stock photos ::eHow dot com>Make money writing ::Bukisa>Make money writing ::Associate Content>Make money writing ::Triond>Make money writing ::fiverr dot com>$5 freelancing job ::cpalead dot com>make money by completing offer ::peerfly>make money by completing offer


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