Buying Motives – Why Your Customers Buy What They Buy

Buying motives are the moving forces behind customer decisions. They are the reason why the customer buys from you and not your competitor. Prospects will often hint or mention buying motives during the needs analysis. The more professional, skilled and experienced the salesperson, the better he will be able to identify them and tailor his presentation and argumentation to the specific customer.

Here are some of the reasons why your customers buy:

Security

  • Trust
  • Fear
  • Quality
  • Solid reputation
  • Strong guarantee
  • Continuity
  • Durability
  • Longevity
  • Dependability
  • Safety
  • Self-preservation
  • Back-up
  • Legal requirements
  • Health benefits

Comfort

  • Complete solution
  • Fast delivery
  • Customer service
  • Technical support
  • Accessibility
  • Usability
  • Simplicity
  • Versatility
  • Ease of operation
  • Convenience
  • Working conditions
  • Cleanliness
  • Low maintenance

Money

  • Price
  • Discount
  • Cost reduction
  • Savings (time, energy, money)
  • Return on investment
  • Increased profits
  • Financial benefits
  • Sales boost

Change

  • Replacement
  • Dissatisfaction
  • Obsolescence
  • Challenge
  • Novelty
  • Innovation
  • Modernization
  • Efficiency
  • Productivity
  • Competitiveness
  • Flexibility
  • Curiosity
  • Progress
  • Fashion
  • Improvement

Sympathy

  • Trust
  • Acceptance
  • Appreciation
  • Recommendation
  • Mental culture
  • Style
  • Appearance
  • Affection
  • Gratitude
  • Patriotism
  • Companionship
  • Fun
  • Amusement

Prestige

  • Praise
  • Approval
  • Ambition
  • Social status
  • Superiority
  • Peer pressure
  • (Self-)image
  • Vanity
  • Envy
  • Pride
  • Jealousy
  • Greed
  • Possession
  • Honor
  • Luxury
  • Aesthetics
  • Uniqueness

Wim

Share and Enjoy:
  • Facebook
  • Twitter
  • Digg
  • StumbleUpon
  • del.icio.us
  • Google Buzz
  • Reddit
  • Print

Related posts:

  1. 5 Effective Ways To Create Sympathy And Sell More
  2. 7 Things You Need To Know About Needs
  3. 5 Nonverbal Buying Signals You Can’t Afford To Miss
Did you like this article?

Simply enter your information below to receive our free updates by email. As a bonus you will receive the '3 Minute Method' e-book!

Your privacy is 100% SAFE with us

2 Responses to “Buying Motives – Why Your Customers Buy What They Buy”

  • Tasha on June 6, 2011

    Very complete list Wim. Followed your link from twitter and I’m very glad I did. Copy-pasted it to my powerpoint presentation for the sales meeting next week, I hope that’s ok with you. Subscribed too your newsletter too, looking forward to your tips.

    Natasha Kadinski

    • Wim on June 9, 2011

      Well thank you Tasha, I’m honored to be a part of your sales presentation :)

      Talk soon,
      Wim

Leave a Reply