Three Basic Reasons Why Prospects Buy In this article I will not be addressing why people buy essentials, such as food and medicine. People buy food because they need to eat. People buy medicine because they are ill. This article is more about the three basic reasons why people buy non-essentials, such as furniture or jewelry. The three basic reasons why prospects buy are: fear, recognition and self-actualization. Let’s begin with the definition of each of these three motivators as applied in the case of buying motives. Fear is the primary motivator in a purchase when the prospect is trying to ...
Once we have found our prospect, it is important to understand why and how to qualify him to determine his level of interest. What are the different levels of interest? Does this prospect Require (need) a product/service like ours? For example, if the prospect is a nurse, he or she would need a watch with a highly visible way to see the seconds in order to take a patient’s pulse. Does this prospect Desire (want but not need) a product/service like ours? For example, if the prospect has a watch that is ...
