Psychology of Buying

If you work in sales, actually in a way, everyone is in the business of sales. As a CEO or business owner, if you are not selling products or services, you are selling ideas & strategies. So it’s important to understand the 2 motivations why customers buy or don’t buy.
A customer buys for 2 inner reasons, 1st is his desire to gain. The desire to gain means having an improvement in the way customer’s need is being satisfied. Your role as a business owner or sales leader is to help the prospect understand how much better his life would be with the product, compared to how it is now.
The desire to gain motivation is only triggered when one is dissatisfied with how the need is being addressed. Please reflect on the reasons why you decided to change your mobile phone or car or home.
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