Why Do People Buy

The age old question and the one that every business is constantly battling with, but which they need to master to enable their business to succeed !!!

The answer to this can not summed up in one short newsletter, but we will be working on this in future newsletters to give you tools that can assist you in mastering the sales process. Why is this so important?

You can have the best product, the best people and the best business, but unless you can get potential customers to buy from you, then the future success of the business is limited.

Before we get in to the strategies for improving sales, we must first understand what makes people buy. People buy based on their needs and wants and the way you approach these two different aspects will assist in determining your success. Having said that, no matter what the reason for the purchase, there is always going to be a level of emotion in a purchase and you need to be able to identify what that emotional trigger is with your potential purchaser.

You may have a process in place that you and your salespeople use that may be giving you mixed results. Your going through the process and you think you have the purchaser, but when it comes to closing the sale you do not win the business.

It can be frustrating, but it comes down to understanding why they did not purchase. In most cases the purchaser was not comfortable with because you did not accomplish the three musts that are needed to enable a purchaser to buy.

1) The purchaser must love your product or your service

2) The purchaser must love and trust you

3) The purchaser must love and trust your company

Until you have established the above three musts with the purchaser they will not buy. These three musts need to be continually established throughout the buying cycle, not when you are closing at the end, no matter what you are selling. It is imperative that your sales process involves lowering the purchasers threshold to buy by achieving the three musts in closing a sales.

KEY TIP: You should be working on closing a potential purchaser from the first time you make contact with them and right through the sales cycle.

How is your sales process? Does it deliver the results you require or are your team missing potential sales. If you would like to find out more about how to Influence, Persuade and Sell for Success, contact us on 1300 323 133.

 
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