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What is it that makes buyers buy?
My friend Doug Rice's blog title asks a similar question, so credit to Doug for making me think about this: What causes people to buy? From a buyers perspective, what is it that moves a sale forward?
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4 Answers
Sales professionals will always tell you it is the emotional connection a person makes with a product. Neuroscience researchers that study economics will say the same. In short, we justify cognitively, we purchase emotionally.
More research is coming out that cross-channel (diverse media resources) shopping is also becoming more important as are recommendations of friends via social websites. It seems shoppers are looking for emotional support to make a purchase and when it sufficient they then move to buy.
Rats my brain fell apart on the last sentence. It should read . . . and when it is sufficient then they move to buy.
Rats my brain fell apart on the last sentence. It should read . . . and when it is sufficient then they move to buy.
The question only addresses half of the problem. "Why do buyers buy and; why do buyers NOT buy?" there are 9 Beliefs that buyers must have answered as to the "Why" and "Why not". There are 9 Belief categories. (Need Exists, Responsibility, Comfort, Priority, Right Solution, Trust, Positive Change, ROI, Success Potential) there are 85 potential sub categories that need to be addressed before a buyer will buy.
This question addresses the Science of sales from the buyer side. HOW these Beliefs will be addressed requires the Art of sales to be addressed as well. See the 9 beliefs of buying and their subcategories here. http://corporatestrategiesgroup.com/index.php?option=com_content&view=article...
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