In sales, you’ll come across three types of people. Those who are ready to buy, those who can be convinced to buy, and those who simply don’t care about what you have to say. As a salesperson you should, obviously, seek to build relationships with people who are ready to buy, but the trick is to understand WHY they are ready to buy so that you can appeal to their wants and needs.

There are nine key factors that usually motivate a person to buy a product. They are:

1. Ambition – they want to move their businesses forward and will buy whatever it takes to help them do so.
2. Status – they believe that their social and economic statuses demand they have the latest and greatest products.
3. Ego – they take great pride in their organisations and want to have nothing but the best, fastest, and most effective products and services.
4. Greed – they simply want to collect new products, be the first to have them, and be better than the competition.
5. Security – having the newest products and services makes some business owners feel as though they are secure in their position in the marketplace.
6. Fear of loss – no one wants to be the last one to get a new product – or to be the last one able to offer it to his clients or prospects.
7. Prestige – will having your product make this organisation stand out from the rest?
8. Pride of ownership – some organisations simply take pride in owning new products, make the most out of their function, and take care of them properly. They want to add something functional to their arsenal.
9. Desire – some people care less about the product than they do about having it before their peers or competition.

As superficial as some of these motives seem, they still drive certain people to buy. Find a prospect that falls into one of these categories, act quickly, and make a great presentation. You’re almost guaranteed a sale.

Sean

Sales Expert - Marketing Consultant – Motivational Speaker