Comments on: Why Do People Really Buy ?

By: Mike Sigers

Mike Sigers — Mon, 13 Nov 2006 04:46:14 +0000

As usual Martin, you’re right as rain.

Knowing why is the key to maximizing your revenue.

By: Mike Sigers

Mike Sigers — Mon, 13 Nov 2006 04:45:26 +0000

Hey Tony,

A LOT of the places I do business are nowhere near the least expensive.

I’m no different than anyone else, I want to be taken care of and will pay more for that service that makes me feel special or spoiled.

By: Martin

Martin — Mon, 13 Nov 2006 01:31:54 +0000

100% spot on Mike. You’ve no doubt heard this one before: people buy on emotion then rationalize it later with logic.

Real sales success is all about feeding the dream at that very moment.

And Knowing Why (or what that dream is) is the holy grail – get that right and you’re half way there.

By: Tony D. Clark

Tony D. Clark — Mon, 13 Nov 2006 01:26:10 +0000

It seems to shock clients sometimes when I ask why they do business with me. They get a look kind of like my dog does when I ask if she wants to go for a walk – “Did you just ask what I thought you asked?” But after they think it through, I usually get some great answers – not one ever about price.

I’ve always liked Jeffrey Gitomer’s methods of looking at why people buy (maybe because he has cartoons to illustrate it . I tend to come back to – people do business with people they like and trust. For example, the place I take my car for service is more expensive than others in the area. But I know I can trust them, and I like the owner.