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Why the Customer
Purchases
The customer purchases your product because:
They need it
They can use it
Their wealth is increased by owning it
Their pride is satisfied
Their caution is satiated
They Need Your Product
The customer of your product needs many thing to live in today’s
world. However they don't have to purchase your product, as many
choices are available to them. It is your role to point out to
them the benefits of your particular product or service and
explain to them why purchasing your product, they will have a
better experience than buying a different product. The details of
why your product is better than others should be avoided as this
may simply tell them key factors about other products that they
are already familiar with. It then ends up feeling like you're
pushing your product on them.
They Can Use Your Product
The consumer of a household will purchase many things throughout
their lives that will not be a needed item to survive, but will
simply add happiness and well being to their lives. Once again,
there are many options available to them. It is important now
though to have them focus on the usefulness factors of your
product. Be sure to focus on multiple points of usefulness that
your product may have, for example a vacuum cleaner that has
multiple attachments.
Their Wealth is Increased by Owning Your Product
The average consumer is always looking to gain wealth in the
products they purchase. Most stocks, bonds, mortgages, and
investments take a different approach than say selling a car or
television. While it is true that their overall assets worth will
increase by purchasing a car, the car's value will depreciate over
time. The same is not true for traditional investment
opportunities. Show the consumer why your product matches their
needs for investments.
Their Pride is Satisfied With Your Product
The consumer will at times purchase products solely based on
pride. This is often an urge driven example of purchasing, and
they want to feel good about themselves. There are times that
placating to the consumers ego will work best in this situation,
as it helps to soothe their pride. Be sure to focus on the
consumer as you explain the details of your product. Make them
feel as if the world is revolving around them, even if it is for a
short time.
Their Caution is Satiated With Your Product
Today's consumer wants to feel safe and secure. They also want to
know that their family is taken care of in the event of tragedy or
misfortune. This is the primary reason that consumers purchase
life insurance. They are fearful of what the future may bring, and
any truthful assurances that you can make to them, will ensure a
sale. Consistently remind them of the facts that make your product
add to their overall health and happiness, and that of their
families.
The Power of Suggestion
The most basic thing to remember about any type of sale, no matter
the reason, is that the suggestive qualities of words are the most
important aspects of your sales plan. Using keywords and phrases
that make the consumer feel like the center of your attention is a
very effective way to help convert sales. A good guide to go by is
to keep your sales pitch to about 200 words. This allows the
consumer to listen and receive all of the important details,
without overwhelming them.
Source:
http://www.topcommission.com |
