Buying Motives

Running with You the rep.

Buying Motives fall into two main categories:

Rational Motives :

• Gain or saving of money  - Greater profits , improved efficiency.
• Benefits -                             Product Quality.
• Protection / Security -         Confidence in the supplier and product/service . 
• Approval of others -            Recognition.

Emotional Motives :

• Satisfaction -                      Using a product / service connected to pride.
• Pleasure -                           Appearance and design.
• Fear -                                 Fear of competition , Fear of how other people will react.
• Envy -                                Wanting what others want , wanting the success of others.

Buyers want those goods and services that will bring them the maximum benefits , this means describing a product / service in terms of what it does for the buyer .

Till next time go sell your way to success.

Post by Kyle Daines