Buying Motives – Why Your Customers Buy What They Buy

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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

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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