2.1.1 Why People Buy
Completion requirements
Lesson 1: Why People Buy
What I Need to Know
Salespeople attempting to understand the reasons people buy must understand two significant concepts:
Customers buy for two reasons: to feel good or to solve a problem. The salesperson will gain their attention and likely their business if he or she determines why they are shopping, and if he or she can match products or services to their desires.
- Human nature is emotionally driven.
- Behaviour is based largely on beliefs.
Customers buy for two reasons: to feel good or to solve a problem. The salesperson will gain their attention and likely their business if he or she determines why they are shopping, and if he or she can match products or services to their desires.
