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Understanding the Psych of customers when making a Buying Decision
Understanding the Psych of customers when making a Buying Decision
2011
Making the sale is really quite basic and not evenly complicated. To ensure you make sales, whether it be face to face or over the internet needs to address 7-key aspects.
At the end of the day however, you must understand that no matter who you are, or what your product is, it is all about
- Trust
- Proof
- Listening
- Imparting value, and lastly
- Providing a solution to your customer’s problem
Trust is the most important. If your customer doesn’t trust you then you will not secure the sale.
An important aspect of gaining trust is that you must alleviate any FEARS your customer may have. These could be around your integrity, the integrity of your business, the quality of your product or the ability of your product to resolve their problem.
Do you now see how these other areas of listening, providing a solution, imparting value and proof are essential?
In selling anything to anyone you must firstly listen to them. Hear what they are saying. Not only will this quite often provide greater insight to their real needs, it also makes them feel valued. We all wait to have someone listen to our problem. In giving them a chance to talk to you will invariably open up new thought patterns revealing what really lies behind their needs. This will also provide you with the opportunity to ask pertinent and relevant questions that will reveal even more insight into your customer’s way of thinking. This will then allow you to identify the best solution to the real needs of your customer.
Your customers will not buy your goods or services on the premise of how great you think they are — I’m sorry but this time it is all about them! It’s your customer’s value frameset that matters and nothing else. In delivering your sale be sure to express any value proposition in terms of their world, their value sets. It’s all about the value to them not you.
If you have managed to achieve the above then the proof of your products or services is generally of little significance. You have already won their heart and their mind – you have won their trust.
So, what are the 7 reasons people don’t buy from you?
- “ You don’t understand me / my problem” (You’re not listening to me )
- “ How do I know your qualified?” (Prove to me the credibility of you, your product…)
- “I don’t believe you or what you are saying / selling.” (I don’t yet trust what you say…)
- “I don’t need it right now” (Not urgent)
- “It won’t work for me” (Can’t see the relevance, does not resolve any problems I have)
- “What happens if I don’t like it?” (You don’t have my commitment yet)
- “I can’t afford it” (I don’t see the value to me)
These 7 reasons should help you work out how you sell your products and services
If however you work on the critical areas of
- TRUST
- PROOF
- LISTENING
- VALUE
- SOLUTION
Then you should not ever be presented with any reason to not buy your products or services. Show your customers how you can GENUINELY help them and the cost of not making that decision here are now.
Published by: Top Left Designs
on
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