Today, I want to talk about why we buy.
And human beings usually will make a decision to purchase based on two things. To either move away from pain or move towards pleasure.
The elements that come into play for pain, it's usually moving away from some kind of fear or frustration. Something that generates a negative emotion in us.
The other side of the coin is when we are moving towards something that we sort of pleasure that we're after then we're moving towards a want.
In a sales perspective, this is really important because people buy based on emotions. So we need to be able to help them see the emotions that they have around certain things and if we can help them make the decision around what it is and thus give them what they want.
That's where the need part comes in.
So they're either moving away from pain or fear or frustration or negative emotion, then they're moving towards a positive emotion.
Something that they want or they desire and what they need is where we come in.
How we can help them actually bridge that gap between where they are and where they want to get to.
So have a think about what are the fears and frustrations that you are helping your prospects or clients overcome.
And what is the thing that they really really want and then show them how to actually make that happen.
Have a great day!