Are you paying attention to customer buying habits? by Tim Connor, CSP

               Words of wisdom for this week.   

“When nothing is sure, everything is possible.”  Margaret Drabble

People buy when they are ready to buy, not when you need to sell!  Many salespeople push, prod and manipulate in an attempt to convince the buyer that their agenda should be as important as the salesperson’s agenda.  Having said that, this doesn’t mean to imply that you should not use every professional and ethical sales technique and approach at your disposal to persuade the buyer that your product/service is a good decision for them to make now to solve a problem or satisfy a need. 

Buyers often buy what they want (desire) and sometimes need not just because of your sales methods, but because they have convinced themselves that your product/service makes sense to them or solves a pressing concern or need now.  Often they will share this want/need without any prodding from the salesperson, but many times they will need some guidance, increased knowledge or rationale before they can justify the purchase now.

There are a number of factors that contribute to the prospect’s buying agendas or motives.  Here are a few for you to consider.

1. Ego need.  Someone else they know recently purchased something similar, so they feel they need it now.

2. Pain level. Some people put off purchasing until the pain level of not having the product or service is so great that they can wait no longer.

3. Disposable cash. Many people (organizations) buy what they don’t need because they feel they have extra discretionary resources available (Tax return, best sales month the company has had in a year etc.)

4. Instant gratification. Some people buy what they don’t need or want simply because it is available.

5. They believe they deserve the product or service now whether they can afford it or not.

6. Some people just love to buy. It gives them a temporary thrill or emotional rush.

The thing to remember when prospecting and probing is to understand that you can not always change the personal issues confronting the buyer.  Just because you manager or company wants you to sell more this month or this year does not necessarily mean that your prospect is going to honor or even care about your needs or concerns.

This does not mean however that you should not:

-continue to prospect

-improve your persuasive skills

-probe deeper for the real motivation of the buyer now or in the future

-determine their real buying motives

-give professional and persuasive sales presentations

-ask for the business

Closing more business is not about asking for the business.  It is about discovering where prospect’s tension is highest and they feel they are out of control and then showing them how your products or services give them back the sense of control they need.

About
The Author:

Tim Connor, CSP World renowned Speaker, Trainer and best selling
author of 67 titles, Box 397, Davidson, N.C. 28036 USA, 704-895-1230
(voice) - 704-895-1231 (fax) - tim@timconnor.com (email) - www.timconnor.com (Website)

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TIM - CONTACT;

Tim Connor,
CSP

Speaker, Trainer, Best Selling Author

Box 397 Davidson, N.C. 28036 USA

704-895-1230 (voice) 704-895-1231 (fax)

tim@timconnor.com (email)

www.timconnor.com