Understanding the needs and motivations of buyers is essential to make consistent and effective sales. Customers have different needs and motivations, of various urgency, and having knowledge of what drives the purchase is key. Research should be done into the buying process, and attempts made to get into the mindset of the prospective buyer. People follow key behavioral patterns, such as reciprocity. Humans value commitment and consistency, and want a company they an trust. Showing proof can gain their trust.
- Sales psychology is an already thoroughly well-researched field which delves into the unseen triggers that get customers to buy your product.
- For example, data suggests that in the main, most of us buy an item primarily based on an emotional trigger, then find a more logical reason to justify the buy.
- A good strategy to use when initiating a new sale is to remember Maslow's heirarchy of needs and then decide which need is likely uppermost in your target's mind.
“Gerald Zaltman, professor emeritus at the Harvard Business School and the author of “How Customers Think: Essential Insights into the Mind of the Market,” argues that purchase decision-making happens primarily in the subconscious mind.”