Psychology of Selling - Why People Buy

Since you are reading this article, I assume either you are in sales, or you are planning to. In any case, read on. There is something for you here.

It is very important to understand why people buy, and make those reasons, which by the may not interest you at all as the salesperson, the point of your presentation.

People buy for their own reasons, not for yours. The mistake that many amateur salespeople make is that they keep asking their prospects to buy from them for their own reasons, and no wonder it does not work most of the time. This is very important especially when it comes to psychology of selling, and why people buy.

When you want to understand why someone would buy your product, you need to go through some process called need analysis. Need analysis is the process you go through to understand what your prospect's reasons for buying your product or service are, or how they they would benefit from buying your product or service. In order to do that, you need to talk to your prospect long enough to understand their personal reasons, and of course be a very good listener. If you give people a chance to talk, they will definitely tell you what their reasons are, and then you can structure your presentation around their reasons. In fact people love to talk about themselves and what they like. When you as a salesperson listen closely to them, and pay attention to what they have to say, they will see you as a professional, and they conclude that you care for them. And that alone would buy you the sales.

Once you truly understand the psychology of selling, and why people buy, it is very easy to sell anything to any personality type. Selling, more than anything else is all about people's psychology, and bonding with them on a human level, other than the technology that is available to you for your presentation, or even the nature of your product or service. People can understand when you really care for them, and are honest with them. If you have a good knowledge of your own product, you can easily understand if your prospect is going to benefit from using your product based on your need analysis. If then you tell them the truth to the best of your knowledge, and do not just try to push your product on them, you will own their trust, and that is much more valuable than making a single sale and lose your customer for the rest of your sales life.

It is very important to understand that if you focus of selling, you cannot sell, but if you focus on serving, your customer will thank you by buying your product or service, and you will have made the sale. Thank you for your attention.