Master Selling: Why People Do and Don't Buy

People buy for emotional reasons. They may justify their purchase on things like cost, convenience, performance, or sustainability. But, deep down, it’s all about how these things make them feel. Let’s look at the emotions that make people buy, and the things that will stop them.
The Book of the Course!
Sales Skills: A Management Courses Introduction
This book gives a broad introduction to the topic, for managers and professionals who don’t want or intend to specialize in sales and selling. And as a fast start for someone needing to make a start in selling, for whatever reason.
Get the kindle Exclusive book from: https://geni.us/TL5BKeD
Watching this video is worth 4 Management Courses CPD Points.
See below for details
Sales and Selling Skills
This video is part of course module 8.4.2
Program 8: Managing Customers and Clients
Course 4: Sales / Selling Skills
Section 2: Sales Fundamentals
Other videos in this section include:
Sales Success: & Sales Do's & Don'ts https://youtu.be/AGTRdbZ9g8k
5 Components of a Powerful Sales Attitude https://youtu.be/--Ilv0x1lYo
What is the Sales Funnel? https://youtu.be/5OSrjO92xaU
How to Qualify Your Sales Prospects https://youtu.be/HOiuzz9bwPA
LESSON NOTES
People buy because they want something. And, whatever it is, they want it for emotional reasons.
Beneath this are underlying emotional drivers like:
- Survival
- Safety and security
- Feeling rooted
- Personal standing
- Social standing
- Emotional standing
- Contribution
- Spiritual
There are also reasons why people do not buy.
RECOMMENDED EXERCISE
Think back to your last couple of major purchases.
1. What did you want, that each of them was able to satisfy? (2 MC CPD Points)
2. What emotional drivers lay beneath those desires? (2 MC CPD Points)
Now think about the products or services your organization sells.
3. What is it that people want, that your products/services can give? (2 MC CPD Points)
4. What emotional drivers can you appeal to, in your buyers, that will be effective, but also have integrity? (2 MC CPD Points)
DOWNLOADS
Free Resources
CPD Tools - https://gum.co/MC-CPD
Paid resources
Management Courses Onboarding Kit - https://gum.co/MC-ObK ($3)
RECOMMENDED READING
There are many books that introduce sales and selling. These are the ones I have, and can recommend:
To Sell Is Human https://geni.us/L2EQmt
The Only Sales Guide You'll Ever Need https://geni.us/AEAVD5
The New Strategic Selling https://geni.us/Zt2Z9n3
SPIN Selling https://geni.us/Ir5xu
The Psychology of Selling https://geni.us/AjR8AA
Links to our book recommendations are affiliated through Amazon and help support our free videos
Managers Need a Basic set of kit to do your job well. Here are my top recommendations: https://kit.co/MikeClayton/manager-s-work-kit (the links are affiliated)
MANAGEMENT COURSES CONTINUING PROFESSIONAL DEVELOPMENT (CPD) POINTS
You can record your Management Courses CPD points on our free, downloadable CPD record log.
Download it at: https://gum.co/MC-CPD
Each video has two levels of MC CPD points. For this video:
- If you simply watched the video, record 4 MC CPD points
- If you also carried out all of the recommended exercises, score a total of 12 MC CPD points
CHAPTER MARKERS
00:00 - People buy for emotional reasons
00:38 - Our agenda…
00:53 - What people want
02:33 - Emotional drivers for buying decisions
07:14 - Reasons why people don’t buy
11:13 - Closing remarks
#ManagementCourses #Sales #SalesDrivers