Why is the Customer Buying From You?

You have your reasons to sell the product. You believe your product is the best for the customer, it will deliver value, it will benefit the customer now and in the future and it will also increase your revenue, your profits and your market share.

Why would the customer buy your product though? What motivates the customer to make the decision to buy? Every customer has motives for making the purchase decision. Some products are bought based on needs, while others are based on wants. Some products are bought for the desire to solve a problem, others are bought just for the joy to own the product. Some products are bought out of love, others are bought out of fear. Does the customer buy because they need to impress someone, or are they buying to fulfill an outcome?

There can be many motives for buying. Understanding those motives helps the sales person to craft their sales pitch to relate to the customer. A customer will not buy a Rolex for fear of not being able to tell time, and they will not buy insurance to brag to their friends about it. People do not buy cough medicine for the prestige, nor do they purchase fertilizer because it looks beautiful in their living room.

Tailor your pitch to suit the buying needs of the customer. Make sure you know what motivates the customer. The wrong pitch can sink your product, and the right pitch can sell it.